Mike Schultz's Blog, page 20

How to Choose the Right VILT Platform

We’re asked all the time about which platform for use for virtual instructor-led training (VILT). With all of the choices out there—Zoom, Adobe Connect, Microsoft Teams, Cisco Webex, GoToWebinar, On24, etc.—which one is best?

Like any good consultant, my answer to this question is, “It depends.”

There isn't a straightforward answer because different platforms excel at different things. At RAIN Group, we’re platform agnostic and don't promote one platform over another. We partner with our clients to determine which platform is right for them and what they're looking to do.

There are, however, three key considerations for platform selection.

10 Research-Backed Ways to Improve Sales Success

This article originally appeared in Entrepreneur and has been updated given the current sales environment. 

The first half of 2020 proved to significantly alter the way every single industry operates. Businesses have been forced to become more nimble and sellers have had to learn to sell virtually and remain productive while working from home. 

While this new environment has presented new challenges, many companies and individuals are adapting and succeeding even in tough times. 

17 Common Virtual Selling Mistakes to Avoid

There are many mistakes to avoid when it comes to virtual selling.

Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

Avoid these 17 common mistakes to impress your buyers and stand out from the competition:

Projecting a Professional Image Online: Your Virtual Meeting Prep List

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider.

Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories:

Video
Audio
Lighting
Background
You

With a little forethought and preparation, you can make a great first impression with your buyers.

Virtual and In-Person Training Are Different in These 6 Ways

Ask the question, “What needs to happen at your company for successful virtual training now that sellers are working remote?” and you’re likely to get answers like this:

Facilitators need to engage participants
Content needs to be relevant to the buyers and scenarios sellers face
Sellers need to practice the new skills
Training needs to be dynamic and interactive

It's a nice list, but not unique to virtual instructor-led training (vILT).

Your Virtual Selling Checklist: Take the Lead in Virtual Selling

Selling virtually is a challenge for even the best sellers.

The Virtual Selling Checklist below will help you make the transition to virtual selling as you wrap your head around three key components to success:

Selling: While many of the principles remain the same (i.e., building rapport, uncovering needs, inspiring with new ideas, building an impact case, etc.), how you go about doing these in a virtual environment is drastically different.
Meeting technology and experience: From audio and video to lighting and background, you need to manage the experience to make it as seamless and pain-free as possible for your customers.
Productivity: Working from home opens the door to distractions and disruptions, so it's important to proactively manage your time, environment, and goals. 

[Checklist] Take the Lead in Virtual Selling

Selling virtually is a challenge for even the best sellers.

The Virtual Selling Checklist below will help you make the transition to virtual selling as you wrap your head around three key components to success:

Selling: While many of the principles remain the same (i.e., building rapport, uncovering needs, inspiring with new ideas, building an impact case, etc.), how you go about doing these in a virtual environment is drastically different.
Meeting technology and experience: From audio and video to lighting and background, you need to manage the experience to make it as seamless and pain-free as possible for your customers.
Productivity: Working from home opens the door to distractions and disruptions, so it's important to proactively manage your time, environment, and goals. 

Complimentary Guide: 9 Principles of Virtual Learning Success

Since the global pandemic of 2020 began, virtual training has become an imperative. But designing and delivering effective virtual training is more the exception than the norm. 

Virtual training failure is all too common.

That’s because virtual training that works is still in its infancy, and most organizations struggle to convert what works for in-person training to a virtual environment.

Virtual Consultative Selling: 8 Things Sellers Must Do

Selling virtually is a challenge for even the best sellers.

You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

9 Ways to Get More Done Working from Home

We're weeks into stay-at-home and shelter-in-place orders in an attempt to #flattenthecurve. This has caused millions of people to work from home—many for the first time—while also dealing with children being homeschooled, spouses and roommates working (or not!) in the same environment, pets, and all of the other distractions available at home. When working from home, it's imperative that you motivate yourself, focus, and learn to execute in the zone to be productive and get the most done.

Becoming more productive, maximizing motivation, and achieving results is about employing the right habits and routines. It's not something you do some of the time; it becomes part of the way you approach your work.