Dave Shaby | Virtual Sales Success Secrets

On this week’s episode we are speaking with Dave Shaby, the Chief Operating Officer at RAIN Group. The global sales training and performance improvement company was founded in 2002 and has become a Top 20 Sales Training Company. To date, they have helped hundreds of thousands of salespeople, managers, and professionals in more than 75 countries. Dave is also a co-author of the best selling book, Virtual Selling, and is an acclaimed adjunct faculty member at both Babson College and Brandeis University where he teaches digital marketing courses for MBA students and the International Business School.

Dave has been researching the new virtual sales reality for his book and working with both buyers and sellers in order to take full advantage of emerging virtual sales technology and best practices. He gives us a deep explanation of where virtual sales is headed and what successful virtual sellers are doing. Our discussion topics include:

• Where the virtual buyer/seller relationship breaks down


• How to make a virtual meeting more impactful by doing the advance work


• Simple ways to build rapport even when you are remote


• The importance of practice video calls with colleagues


• And so much more

Virtual sales is not new, but having everyone needing to go fully virtual so quickly last year, and without all of the proper technology in place, made it a daunting proposition for a lot of sellers and buyers. Dave is reframing the new virtual reality for us. If others aren’t going to be as proficient at utilizing new virtual sales tech, take the opportunity to be amazing at it.

Listen now and start today!