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Prospecting in a Virtual World

Of all the steps in the sales process, prospecting has arguably been the most affected by the move to virtual. So much of a seller’s networking apparatus has been shut down making it more difficult for sales professionals to meet and engage with prospects at events such as tradeshows and conferences, once an integral piece of an effective prospecting and networking strategy. Nick Kane joins Gerhard Gschwandtner of Selling Power to discuss how the recent shift into virtual has affected prospecting. In a wide-ranging conversation, Nick provides a series of tips for how sales professionals can leverage the virtual medium in their prospecting efforts. He also considers the future of virtual selling and shares some details on Janek’s upcoming research report on Selling Virtually.