It's hard to imagine a virtual Tupperware party. Sales presentations are trickier with the move to increased online communication. Gone (for now) are the days of making small talk with prospective clients in the hallway and capturing their undivided attention face-to-face. Now that life has gone virtual, is it really possible for sales professionals to channel their charisma and build rapport through video calls? Do customers respond the same way to virtual selling tactics? Or should salespeople be expecting lower commissions until they can meet in person?

Featured Guests

Kathleen Lima - Sales Manager, Gartner

Keith Lubner - Chief Business Strategist, Sales Gravy

Episode Highlights

1:47 - What is virtual selling and how does it work?

6:35 - B2B vs. B2C - Who virtual selling is really for

12:34 - The biggest barriers to overcome

16:50 - Is virtual selling just a "young people's" game?

23:09 - What students can learn from virtual selling

26:16 - Final thoughts from Keith and Kathleen

28:12 - Paul Jarley's final thoughts