How sales happen has changed significantly in just the last several months, and these changes are here to stay. Selling virtually has proven to be a challenge for even the most seasoned sellers. It requires sellers to be more strategic, deliberate, and proactive than ever before. It requires a refocused approach because the rules have changed. Our client work around the world and our research in the area of virtual selling has revealed a set of four keys that are most critical for virtual sales success. We call these the 4 Virtual Selling Imperatives SM. They’re the aspects of selling virtually that are most different from a blended or exclusively face-to-face approach.

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