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Brief: Effective Virtual Selling Rises Above Visual Appeal

Improving win rate

selling in a virtual environment

August 10, 2020Brief

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What’s Inside

Effective virtual selling leverages both form and substance to drive the sale.

The problem: Too much of the focus today is on form, and too little is on substance. This trend may be leading to a norm in which the medium, rather than the message, drives the sales process.

In the brief, Effective Virtual Selling Rises Above Visual Appeal, we detail why virtual selling must do more than present visuals that persuade through repetition rather than relevance.

We explain why: 

  • What is memorable is not always meaningful.
  • What is cooperative is not always collaborative.
  • What is visual is not always viable.

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