It wasn’t all that long ago that selling was almost 100% face-to-face, or over the phone. For most salespeople, the meat of the selling process took place during live, in-person discussions—even if some meetings took place via screen-share and in-between communications were largely via email. In 2020, the limitations on travel and face-to-face meetings have brought about the switch to virtual-only selling. But the change hasn’t altered the fundamentals of needs discovery . In some ways, needs discovery has become more difficult, but the shift to virtual selling actually gives organized sellers a greater advantage. The Advantage for Sellers […]
