This curriculum spans the design and execution of remote selling operations with the same structural rigor as a multi-workshop organizational transformation program, covering end-to-end workflows from initial engagement to post-close analysis across distributed teams and global customers.
Module 1: Designing a Remote-First Sales Engagement Framework
- Selecting communication channels (e.g., video vs. asynchronous messaging) based on customer industry norms and decision-maker preferences.
- Mapping stakeholder roles across geographically dispersed buying committees and assigning ownership to internal team members.
- Integrating CRM data with communication platforms to automate touchpoint logging and reduce manual entry errors.
- Defining escalation protocols for stalled deals, including when to loop in executives or subject matter experts.
- Establishing response time SLAs for inbound leads and determining staffing coverage across time zones.
- Deciding whether to standardize outreach scripts or allow reps autonomy based on deal complexity and customer maturity.
Module 2: Building Trust and Credibility in Digital Interactions
- Calibrating video presence—lighting, framing, and background—to project professionalism without appearing staged.
- Using screen sharing strategically to maintain engagement without overwhelming the prospect with content.
- Implementing pre-call research rituals that surface personalized insights from public data sources and past interactions.
- Handling technical disruptions during live demos by maintaining composure and having backup communication methods ready.
- Designing discovery questions that uncover emotional drivers despite the lack of in-person cues.
- Choosing when to request camera-on participation and how to diplomatically enforce it without alienating prospects.
Module 3: Orchestrating Multi-Touch, Asynchronous Sales Campaigns
- Sequencing touchpoints across email, LinkedIn, and SMS based on recipient engagement patterns and opt-out risks.
- Setting thresholds for pausing or re-engaging dormant prospects using behavioral triggers like website visits or content downloads.
- Developing modular content assets (e.g., short videos, annotated PDFs) for reuse across campaigns while maintaining personalization.
- Assigning ownership of campaign performance metrics between marketing and sales teams to avoid accountability gaps.
- Complying with regional data privacy regulations (e.g., GDPR, CCPA) when tracking digital engagement and storing personal data.
- Testing subject lines, send times, and content formats using A/B testing frameworks without over-segmenting small target audiences.
Module 4: Running High-Impact Virtual Demonstrations and Presentations
- Pre-loading demonstration environments to minimize latency and avoid technical delays during live sessions.
- Assigning roles during team-led demos (e.g., presenter, tech support, note-taker) to maintain smooth execution.
- Embedding interactive elements (polls, annotation tools) to maintain attention and gather real-time feedback.
- Managing participant multitasking by structuring agendas with clear time-boxed segments and checkpoints.
- Securing non-disclosure agreements before sharing customized configurations or sensitive data in sandbox environments.
- Recording sessions for internal review and prospect follow-up, while ensuring consent and data retention compliance.
Module 5: Navigating Remote Negotiations and Closing Complex Deals
- Scheduling negotiation calls at times that accommodate key decision-makers across multiple time zones without compromising urgency.
- Using digital signature platforms with audit trails while maintaining version control of contract iterations.
- Identifying non-verbal cues in video meetings—such as hesitation or disengagement—and adjusting negotiation tactics accordingly.
- Coordinating internal approvals (legal, finance, delivery) in parallel to reduce cycle time during the final stages.
- Handling last-minute objections introduced via email or chat by scheduling immediate follow-up calls to prevent delay.
- Structuring multi-party virtual closing meetings with defined roles and a clear decision confirmation process.
Module 6: Scaling Remote Relationship Management Across Teams
- Standardizing virtual meeting hygiene (e.g., agenda sharing, follow-up notes) across sales teams to ensure consistency.
- Implementing peer review processes for high-stakes customer communications to maintain quality and brand alignment.
- Rolling out new collaboration tools (e.g., Gong, Chorus) with phased adoption plans to minimize disruption.
- Defining metrics for remote relationship health beyond revenue, such as meeting attendance rates and follow-up response times.
- Conducting quarterly reviews of communication tool stack to eliminate redundancy and subscription bloat.
- Creating playbooks for handling cross-cultural communication differences in global customer engagements.
Module 7: Measuring and Optimizing Virtual Selling Performance
- Correlating engagement metrics (e.g., email open rates, meeting duration) with conversion outcomes to identify leading indicators.
- Attributing deal progression to specific touchpoints when multiple channels and team members are involved.
- Setting baselines for virtual activity volume (calls, emails, meetings) without incentivizing low-quality outreach.
- Using session recordings to audit sales behaviors and coach reps on communication effectiveness.
- Adjusting forecasting models to account for longer or more variable sales cycles in remote environments.
- Integrating customer feedback from post-deal surveys into training and process refinement loops.