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I was previously under the notion that large business deals need to be carried out in person but now, the switch to remote work has proved me wrong. In recent months, I have come across businesses closing deals worth millions, startups raising funding, companies getting acquired, all of it done remotely. 😎

One of the benefits of remote sales is having more business hours to connect with prospects globally. You can start your day talking to clients from Australia in the morning, Europe, and Asia in the afternoon, and then in the evening with prospects in the US. This makes sales efficient and scalable without even having to step out of your bedroom. 

With remote sales, you no longer need to travel to meet your clients and can save on travel costs & time. Analysts forecast that the demand for business travel may never reach its previous highs which explains the reason several business airlines are switching to serve tourists. ✈️

But can remote sales match face-to-face interactions or a firm handshake? 🤝

The ultimate objective of sales is to close a deal successfully—and not the number of handshakes. If you are able to deliver on your targets and achieve your goals without any obstacles, then I believe there isn’t a need for face-to-face interactions.

That being said, it is also important to keep a check on the tone, voice, & body language as people often look for non-verbal cues in a remote setting. They play a huge part in virtual sales and could often result in a make or break scenario. 

What are the tips that you recommend for a successful sales process? And, is this the end for business travel?

Thanks Hrishikesh for suggesting this topic!


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    It's an interesting theory and it'll be even more interesting to see how this plays out over the next few years. Given the unique circumstances 2020 has created, I sense, at least in the venture space (VCs, startups) that there's been an exuberance that there wasn't a sharp decline as pessimistically forecasted by many and so people have really embraced the remote situation, probably because a lot of the tech has been helping us decentralize in any case. And so in this space, I'd say my one tip is to really lean into this aspect - use the online and remote tools out there to make virtual sales as seamless as possible for your prospective users because I think it helps give them confidence in your abilities to deliver.

    As a side observation, however, I've read that consumer spending is apparently overall down this year despite the significant improvements in e-commerce and home delivery channels. Obvious is economic situations (ex. loss of income), but I've also seen people anecdotally talking about how not being able to see products physically and to deal with other people in person has impacted their willingness to buy things. Curious to see if that will carry into the B2B space as well.

    Apologies if this seems like a bit of rambling, tried to think and answer while on a break 😅

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      Not at all, makes a lot of sense.

      but I've also seen people anecdotally talking about how not being able to see products physically and to deal with other people in person has impacted their willingness to buy things.

      This is really quite interesting and I never thought about it like that. I think to a certain extent B2B is insulated (my opinion) from individual consumer psychology - plans made companies are not as flexible as consumers.

      But, B2B businesses also cater to B2C businesses, so that might have some effect with a lag? At our startup, we did see a few deals fall through in the immediacy of the pandemic (around March). But COVID seems to be less of a conversation point now with clients.

      Addressing the topic of the post though, I do think that remote sales will be a big part of the tech world. But traditional industries where trust is the main component of buying & selling is not going to immediately make a move to this.