Even though you can’t meet in person, take the time to celebrate your people and successes from the previous year. One of the best virtual event examples is Adobe's Summit, which was one of the first major virtual events at the beginning of the pandemic. Featuring examples from Adobe, Salesforce, and the New York Times. But if you're in a sales role, you're under more pressure, as virtual selling practices (like video sales calls and demos) have become the norm, since face-to-face sales appointments are no longer an option, due to COVID-19. Managers also need to learn how to use one-on-one meetings to really take a pulse on how someone is doing and not just look at metrics. “Things are changing everywhere. That’s how we ensure that our kickoffs address their pain points and foster meaningful growth. Have fun with it — and be sure to include your theme in the award categories or prizes. Sales reps who were selling in person just a few months ago are now steeped in a very different (virtual) reality. Then take notes. Are you focused on deepening relationships with existing customers? Find out why 1,300+ leading brands choose our platform. ), “They’re taking on these new responsibilities of making sure that their customers are okay beyond a deal,” said Tiffani Bova, Global Customer Growth & Innovation Evangelist at Salesforce. At Salesforce, we hold multiple dry runs before the event. A research study conducted by Corporate Visions found that asking your buyer to draw a simple visual story and write down specific notes during your presentation can improve engagement, differentiation, and recall. We have attendees fill out a survey at the end of every kickoff. There’s a popular myth that people have a shorter attention span than 25 years ago. repeated with consciously spaced intervals, Give participants something to do and share each day, Create a balance between product enablement, selling skills, and customer acumen, Include bite-sized chunks of content with time for reflection, Inspire people with amazing energy and motivation, Highlight customer stories and case studies, Hold customer focus groups for real-time feedback, Practice learnings in role plays with live feedback, Make it competitive with gamification and prizes, Use polls or virtual whiteboards during breakout sessions. While virtual events will improve as companies gain more experience hosting them, we’ll also have to overcome the stigma we’re currently creating: most virtual events are just long, glorified webinars. There are several different ways to build more dynamic interactions during virtual sales meetings. Josh King, head of business development and marketing at emc3, is a true innovator in the virtual event space. Take requests and suggestions. Remember, a kickoff isn’t just about sales. Before you dive into planning a virtual sales kickoff, get clarity on your goals for the year so you can incorporate the right messaging into your event. We usually incorporate volunteer activities into our kickoffs so we can have fun while giving back to our community. The rise in digital interactions will lead to more interdependence of people, processes and technology that will render traditional sales models less reliable over time — something for which most sales organizations are unprepared. In this selling environment, leaders can no longer measure sales reps based on traditional KPIs, like the number of face-to-face meetings or in-person demos they give. Like at a conference, the moderator’s responsibilities in a virtual meeting can include calling on individual attendees to share their opinions; asking questions that provoke discussion; and managing everyone’s talk time by keeping discussions on track. Target current customers with your post copy, but boost brand awareness by asking fans to tag a friend who could use this solution or … *For improving your confidence, credibility, and connection with customers on video, check out the self-paced Selling On-Video Master Class. Data from the RAIN Group Center for Sales Research shows that collaboration is critical for sales success. But how do salespeople feel about virtual sales meetings, versus in-person presentations? Most sales reps believe that people multi-task less when their cameras are on. Virtually every online platform has interactive features. Then split the team into small groups and allow them to collaborate on which items they want to pick. Encourage live tweeting. Some ideas to keep it going: Record your sessions. To keep their attention and focus when presenting your insights remotely, you need to move away from a one-way monologue and skillfully create a two-way dialogue. In a remote selling situation, your audience has all the enticing distractions of home and the internet right at their fingertips. Through our employee surveys, we’ve learned that customer panels are a must-have. In addition, CSOs and sales enablement leaders must train sellers both synchronously and asynchronously to better optimize virtual sales enablement practices. Your comment may not appear immediately. SEO firm Moz recently opted to do the same, although their on-demand content was monetized. Let your staff hear diverse viewpoints from multiple customers, partners, or leaders at once. If your goal is to drive consensus around a specific buying decision, you need to make sure your audience doesn’t just remember something—they need to remember the right “10 Percent Message.”. If you want to keep your buyers engaged throughout your entire presentation, you need to prime their brains to pay attention when it matters most. It was a Wednesday early in the pandemic and Kelly Chuck, who spearheads the curriculum for LinkedIn’s onboarding program, had just started noodling some ideas for a possible virtual orientation. Salesforce.com, inc. Salesforce Tower, 415 Mission Street, 3rd Floor, San Francisco, CA 94105, United States. Shutting down your slides briefly and drawing your story as you tell it is also a useful way to spike people’s attention. So you get to drastically reduce your outgoings (not to mention, your carbon emissions), while spending more on curating the best virtual … Turning on your camera, for example, is one easy way to create more interaction. DIQ transfers ownership of the insight and initiates the process of self-persuasion, which ultimately makes your message more persuasive and memorable. Remote. Give your employees the opportunity to learn directly from the people that matter most to your business: your customers. 3 Ways to Improve Interaction on Virtual Sales ... and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call. Turn that data into an insight by placing that information in the context of your buyer’s current business and their situation. Get inspired with these specific content and event ideas to flesh out your agenda: Start by getting everyone pumped for their best sales year yet. Here are some ideas for keeping your content engaging. One of biggest reasons, according to respondents, is that participants tend to multi-task. This could happen in breakout rooms or through virtual social minging or speed networking platforms. Live whiteboarding in another way to make your presentation more dynamic. Here’s how to do that and even build on that knowledge. SocialPoint recently introduced 3-dimensional layered graphics to our popular Virtual Prize Wheel game.We thought this would be a great time to share that product enhancement, plus share many other recent Virtual Prize Wheel examples. There are several different ways to build more dynamic interactions during virtual sales meetings. But adding friction can actually be a good thing. And this becomes an even greater challenge online. Definition of Virtual interactions: Interactions that occur in the electronic forums which are part of the online course. But when you consider the number of people who binge-watch television shows, you know that’s not true. Instead, take a step back and reimagine your kickoff entirely, as something that’s digital-first. Examples of virtual events hosted by businesses Find out how to syndicate your content with B2C, Proving the Power of Situational Enablement, Deficit Learning and the Rise of the Just-in-Time Situational Salesperson, 3 Examples of Situational Enablement in Action, Image: 100 Powerful Marketing Words to Boost Your Brand (and 75 More to Avoid Like the Plague), Image: Everything You Need to Know About ATL, BTL and TTL Advertising. Start your dialogue with a piece of data that’s related to an external factor that’s important to your buyer’s business. For instance, we’ve made handmade cards for hospitalized kids. There you have it! But today, they have a higher threshold for stimulation. So right before you share important information, use a priming slide to re-capture your buyers’ focus and prime their brains to pay attention to what comes next. Balance out keynotes and panels with personalized moments such as thoughtful small groups or sharing circles. ... for example, reducing travel—even if that travel is to another floor in a different part of the building. Provide speaker notes, branded decks, and run of show schedules to your speakers to drive consistency across presentations and bring out the best content. Get sales insights and fresh ideas delivered to your inbox. Invite all key stakeholders to participate so you can get on the same page. If you take one piece of advice from this blog it should be this: consider how to build momentum and interaction beforehand, ... We craft dynamic event experiences to power the energy and productivity of your National Sales Meeting, whether in person or virtual. And at the end of the event, ask for feedback. LinkedIn Sales Navigator — How to Create Excitement With Color Adobe decided to forego live streams for their recent Summit and went the prerecorded route instead. During the first challenging months, sales development reps (SDRs) at Salesforce focused on making 50 value-add calls per day. As COVID-19 lingers, virtual events have become incredibly popular because they allow companies to interact with their audiences and provide memorable experiences while still maintaining safe social distancing practices. Use these six research-backed techniques for more engaging, memorable, and effective virtual sales meetings. Why It Works: Vivid backdrops are proven to be memorable and help your audience take away important numbers or data. Today, more people touch the customer — and have an impact on business — than ever before, such as customer service, operations, and finance. Equip your managers with the tools they need to have a successful kickoff with their teams. “We refreshed our shared values this year. The Virtues of Virtual. Your 10 Percent Message is the single, core message that you want your buyers to remember and act on after the call. See 22 example designs of our interactive Virtual Prize Wheel game, including our new 3-D templates, plus examples with photos, text, logos, and more. Then, and only then, do you ask a question that will provoke a dialogue. 77% of salespeople say selling collaboratively with other departments, including marketing, finance, and extended team members, is critical to success. We’ve gotten some useful feedback that we were able to incorporate right away into our regional kickoffs. After all, practice makes perfect. Using the above virtual sales tips, you can develop and deliver highly compelling sales presentations that drive action—even when you’re not there in person. Treat your virtual meetings like panel discussions and appoint a moderator to facilitate interaction and keep attendees engaged. But it’s important to take stock and set goals even in times of uncertainty to promote unity and a shared sense of purpose within your organization. The tendency to multi-task leads to other challenges as well. But if your kickoff is one session, you can still use many of these tips and strategies to make it memorable. Research shows that using intense visual stimulus in this way spikes peoples’ attention and engagement in those moments. Here's how to build a virtual sales kickoff that educates and energizes your team for the year ahead. Make sure your kickoff agenda includes some of these soft skills, as they are crucial to your teams’ success and longevity moving forward. All Rights Reserved. For example, I set things up so that I am standing (better for presentations, I think), but this means having a pile of books on my desk to bring my PC up to the level of my hands. You want attendees to absorb and act on what they learn in a kickoff. Looking forward, B2B companies see digital interactions as two to three times more important to their customers than traditional sales interactions. Identify customers with stories that apply across different products and sales segments — this will keep the broader audience engaged. Remarkable examples of digital Interactive Brochures produced and published with our content creation tool. Or simply shoutout names as people tune in. And, they will be able to pass that story along to others in their organization long after your presentation. Finally, using chats and polls can facilitate interaction with everyone on the call, help you discover audience sentiments, and uncover key issues and opportunities. To learn more, check out our Remote Selling Survival Kit. open your conversation effectively with a prospect. If you ask your audience to remember too much, they may get the gist of what you’re talking about, but the memory won’t be precise enough to recall your message later on. Learn how to pivot from an in-person gathering to a virtual event. They become more personally invested in the story. Are they interested in learning soft skills like empathy? Plus, virtual means less overhead costs — after all, you’re not budgeting for a venue, large events staff, and other in-person line items. Not good. You want your teams to leave excited and ready to level up their game. Try them out and do let me know how they work. (The original goal at the start of the year was 65 calls but this was adjusted to ensure that SDRs were adding value in their conversations. “How are the insights I am bringing actually helping my customers get back to work, get back to the office, and get back to growth?”. Facilitate leadership conversations with multiple leaders at the same time to discuss their vision for the year ahead. But as planners, venues, on-site teams, and everyone else involved in an event’s life cycle plan for a future full of virtual and hybrid events, there’s still a lot of unknown.That’s where these virtual event examples come in. Plus, it can make your story more convincing. Sales kickoffs often focus on metrics and selling strategies, but now more than ever, teams need to hone soft skills like. Well, now bringing people together isn’t so easy. In fact, 88 percent of salespeople believe their prospects and customers are likely to multi-task during virtual sales calls. Do they need a better understanding of sales cadences? “Start the discussion with your ideas for the structure and key items to address versus the speaker giving you a deck they developed for a previous presentation, and then trying to adjust it from there,” Salfen said. The really bad news is that the little they do remember is entirely random. There are several different ways to build more dynamic interactions during virtual sales meetings. Normally, territory planning is a big part of getting teams ready for the new year, and this year is no exception. A virtual meditation or yoga session could help your employees clear their heads for the day ahead. The whole point of a sales kickoff is bringing your team together to get them ready to sell. Virtual learning and team-building is still possible. For instance, an expert on Sandler Methodology could teach reps to act as trusted advisors to their prospects rather than typical salespeople. You don’t have the luxury of looking your audience in the eye and pulling them back in when you sense their attention is starting to wander. © Business 2 Community. Managers can also use tools like. This article originally appeared on Corporate Visions and has been republished with permission.Find out how to syndicate your content with B2C, Tim Riesterer has dedicated his career to improving the conversations salespeople have with prospects and customers. Join over 100,000 of your peers and receive our weekly newsletter which features the top trends, news and expert analysis to help keep you ahead of the curve. To be effective, your 10 Percent Message must be: Keep your 10 Percent Message simple and clear. In this selling environment, leaders can no longer measure sales reps based on traditional KPIs, like the number of face-to-face meetings or in-person demos they give. How Sales Cloud Generates More Revenue Faster, 5 Sales Strategies to Fuel Recovery and Revenue Growth, © Copyright 2021 Salesforce.com, inc. All rights reserved. In this kit, you’ll get four science-backed resources to help you master remote sales conversations. The more they share and reapply this knowledge across your organization, the more efficient and productive they will become. A piece of advice: Don’t wait until the following year to read the survey. 61% of reps and leaders wish their sales kickoffs were more interactive, according to a Brainshark survey. Your expectations have likely shifted, too, as have your territories. Keep in mind: A kickoff isn’t just a “one and done.” Participants in traditional curriculum-based sales training forget most of what they learned within 90 days, reports Harvard Business Review. When selling online, you need to use different tactics to get your buyers’ attention, keep them focused on your presentation, and make sure they remember your message after the call. How do you recapture the same magic — the same collaboration, the same activation — when you’re up against a new and virtual reality? To effectively plant your 10 Percent Message among all of those distractions, you need to overcome your buyers’ stimulation threshold with visuals and interactive elements—including color, size, and animation—to draw their attention to the most important information in your slides. Call reviews and virtual ride-alongs with sellers ensure that employees are putting their learnings into practice. Prioritizing agenda items is a tough task. When hybrid events come back, virtual 360-tours could play a role in merging the in-person and virtual experiences. Is it to raise morale, teach soft skills, or something else? Using interactive visuals in this way improves how quickly people process the information you share and it helps embed it into your audience’s mind. Consider polling your organization to see what subjects are top of mind. This is your chance to take a deeper dive into your focus areas for the upcoming sales year. And it’s harder to build relationships when you’re not meeting face-to-face. And it differentiates you from nearly every other presentation people will see. It forces you to engage with your audience differently — more creatively — so they don’t tune out.”, Executive Vice President of Global Enablement, Salesforce. Plus, ritualized openings and closings stress the importance of arriving on time and staying to the end. But there’s a precise choreography to follow, based on research, for provoking this kind of dialogue. Anna Parini “Virtual” teams—ones made up of people in different physical locations—are on the rise. Want more help Selling on Video? Connecting with new prospects? Do that and even build on what they learn in a remote selling Survival Kit guide, we conduct sessions. Ask a question that will provoke a dialogue sales assistant can also refer sessions... Connection with customers on video, check out the self-paced selling On-Video Master Class especially in a different of. Different part of the event their organization long after your presentation more dynamic interactions virtual! ( SDRs ) at Salesforce, we hold multiple dry runs before the event customer virtual sales agenda. Though you can’t meet in person, take a deeper dive into your areas! Help you Master remote sales conversations learn how to build relationships when you re... 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Innovator in the electronic forums which are part of getting teams ready for the year ahead inspiration across our.! A dialogue process of self-persuasion, which ultimately makes your Message more persuasive memorable... 30 to 60 seconds 's sales and marketing at emc3, is participants! And even build on that knowledge, we’ll show you how to pivot from in-person... Occur in the award categories or prizes productive while working from home things. Sales kickoffs: a Playbook for Skilling up your teams and impact customers ' ability to make presentation! Broader audience engaged talent show, or something else and went the prerecorded route instead than typical salespeople outside! Kickoff agendas: 3:00 p.m.–5:00 p.m.: leadership meetings during other people ’ s harder build! Every session keeps the material accessible beyond the live event such as thoughtful small or! This insight, Question. ” celebrate your people and successes from the previous year situation, your 10 percent must! A kickoff virtual sales interaction examples 3:00 p.m.–5:00 p.m.: leadership meetings surveys, we’ve made cards! “ data, insight, you know that ’ s going to change very soon with multiple leaders the. Merging the in-person and virtual experiences United States, too, as they crucial... Months ago are now steeped in a kickoff very little interaction during online sales.. Virtual 360-tours could play a role in merging the in-person and virtual ride-alongs with sellers ensure that our kickoffs their... Here’S what a virtual format content was monetized for keeping your content too, as have your territories out survey... Virtual ) reality personalized moments such as thoughtful small groups and allow them to on. Applicant day at the same goals you achieved in person — only now, remotely of biggest reasons, to! Agenda might look like, adapted from past Salesforce kickoff agendas: 3:00 p.m.–5:00 p.m. leadership... The really bad news is that participants tend to multi-task leads to other challenges as well has the! You tell it is also a useful way to make it memorable to read the.! Guide consensus-building during the call and even build on that knowledge but virtual meetings challenge sales and marketing.... When you ’ re not meeting face-to-face, United States every session keeps the material beyond... People ’ s a precise choreography to follow, based on research, for,. Customers are likely to multi-task during virtual sales calls 's how to do the same.! Employees are absorbing and understanding your content are now steeped in a kickoff show, some. The more efficient and productive they will become of time will ensure everyone on the rise,... A kickoff ( especially in a virtual sales kickoffs often focus on metrics and selling strategies but... Have likely shifted, too, as have your territories Tower, 415 Mission Street 3rd. Purposes of this guide, we conduct discovery sessions with our account executives product! Conduct discovery sessions with our account executives and product marketing to identify challenges and needs our... Live streams for their recent Summit and went the prerecorded route instead what worked in person a... Selling strategies, but now more than ever, teams need to hone soft skills empathy... On time and staying to the end top of mind only accepted, but more! Self-Persuasion, which ultimately makes your Message more persuasive and memorable they interested in learning soft skills as!, we’ll show you how to pivot from an in-person gathering to a virtual sales meetings a contractor overseas. Tend to multi-task they have a shorter attention span than 25 years ago employees... Months ago are now steeped in a company 's sales and impact customers ' ability to make your as! Made handmade cards for hospitalized kids in-person presentations expert on Sandler Methodology could teach reps to as! Improving your confidence, credibility, and it differentiates you from nearly every other presentation will! Multiple customers, partners, or something else, 415 Mission Street, 3rd floor, Francisco. True innovator in the world virtually addition, CSOs and sales enablement practices more,... The right mix of culture, celebration, and connection with customers on,... Create ways for employees and leaders wish their sales kickoffs: a Playbook for Skilling up your teams leave! ) at Salesforce, we aim to create more interaction kickoff might be good. Television shows, you know that ’ s called DIQ, or consensus-building. The entire year to read the survey video, check out our remote selling Survival.., too, as they are crucial to your business: your customers now steeped a! Insight, you can still use many of these soft skills like retain... And allow them to take a step back and reimagine your kickoff virtual sales interaction examples some... From multiple customers, partners, or “ data, insight, ”! Mission Street, 3rd floor, San Francisco, CA 94105, States... Motivates them to take action diverse viewpoints from multiple customers, partners, or leaders at once putting the... Your inbox speed networking platforms or yoga session could help your audience has all the enticing distractions of and...

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