Virtual Selling

The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as sales organizations transition to virtual and hybrid selling.

In May 2020, we conducted a global study of 528 buyers and sellers to better understand experiences with virtual selling on both sides of the proverbial table. We share the results in this report, including buyers' perceptions of sellers and the areas where sellers need to step up their game.

Our team of analysts have worked to uncover the challenges of virtual selling, common mistakes buyers encounter in the virtual space, the factors that have the greatest influence on buyers’ purchase decisions, and more.

This research is also the foundation for our latest book, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely, available on Amazon.

Many sales organizations have transitioned to virtual or hybrid selling, but sellers still haven't fully adapted to the changes. In fact, many sellers overestimate their ability to reach and influence buyers.

Our Virtual Selling program teaches sellers to virtually engage and collaborate in ways that are impactful for buyers.

Learning modules include: