Selling in the New Normal: Four Webinars to Help Your Sales Team Thrive Virtually

AICC, The Independent Packaging Association, is offering four webinars focused on different aspects of selling in a virtual world: Social Sales Skills, Accelerate Virtual Relationships, Launching Virtual Relationships, and Virtual Sales Skills. 

Over 45% of sales today are made virtually, attendees of these webinars will discover new ways to overcome challenges to meet their numbers. These webinars focus on upskilling AICC member sales professionals so they can compete and win in the new virtual sales world. Sales professionals who master social and virtual selling skills will understand how to build relationships with current customers, increase sales velocity with new customers, and gain better visibility to effectively and efficiently grow their sales. 

Social Sales Skills

Tuesday, May 12 | 2:00 PM EST

Thanks to Kao Collins Inc for sponsoring this webinar.

Participants will understand the most effective method to apply Social Selling.

Topics include approaches and tools that focus on:

  • The correct way to connect socially and build new relationships virtually
  • The power of groups and sharing content
  • How to identify key buyers and purchase influencers at targeted new accounts
  • Action Planning – create your LinkedIn relationship-building plan 

Accelerate Virtual Relationships

Tuesday, May 19 | 2:00 PM EST

Participants will protect and grow their revenue and relationships by enhancing virtual selling skills and relationships.

Topics include approaches and tools that focus on:

  • The importance of refocusing on the power of “relational capital” and the “principle of worthy intent” 
  • Re-appreciating the essential qualities of credibility, integrity, and authenticity
  • Relational GPS® – the road map to relational success
  • Internalizing the Relational Ladder ® so participants can distinguish themselves with every virtual customer interaction 
  • Action Planning in support of the participant’s sales goals and other specific objectives 

Launching Virtual Relationships

Tuesday, May 26 | 2:00 PM EST

Participants will protect and grow their revenue and relationships by developing competency and confidence in creating meaningful initial virtual sales interactions.

Topics include approaches and tools that focus on: 

  • How to create a ‘targeted conversation’ pre-call plan
  • Developing relevant inquires to establish credibility during initial virtual meetings
  • Locate the Relational GPS® (Goals, Passions, and Struggles) of buyer personas
  • Use the ROC process to build Rapport, deliver on your meeting Objective, and create Credibility
  • Learn a 3-step process to deliver impactful value propositions 

Virtual Sales Skills

Tuesday, June 2 | 2:00 PM EST

Participants will understand the most effective method and process to sell virtually.

Topics include approaches and tools that focus on:

  • The right sales mindset improves sales performance
  • The critical sales step of discovery
  • The correct way to prospect targeting your ideal customer profile
  • The power of understanding buyer personas
  • How to identify key buyers and purchase influencers at targeted new accounts
  • Action Planning – create your call cadence 

Mark Allen Roberts, President, OTB Solutions LLC, will lead Social Sales Skills and Virtual Sales Skills. Mark brings an exceptional background of over 35 years of sales and marketing successes and leadership with manufacturers & distributors.

With a long history of building, training, coaching, & leading sales teams, the National Association of Sales & Marketing recognized his contributions with The Business Excellence Award. Highspot recently recognized him as one of the Top 50 for his expertise in implementing Sales Enablement. 

Mark is also the author of the book Branding Backwards, a keynote speaker, trainer, thought leader on LinkedIn, and his strategic business development blog No Smoke & Mirrors.

Ed Wallace, President, AchieveNEXT Human Capital, will lead Accelerate Virtual Relationships and Launching Virtual Relationships. He speaks to corporations and organizations around the world with a client list that is a Who’s Who of Fortune 500 companies. 

Ed has been facilitating seminars and workshops for AICC since 2015. He has published four books on relational capital: Fares to Friends, Creating Relational CapitalBusiness Relationships That Last and the #1 best selling The Relationship Engine. Ed is a member of the executive education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.

More information about upcoming webinars can be found at www.AICCbox.org/calendar. Questions about seminars or webinars and the value a well-trained workforce brings to a company can be directed to Taryn Pyle, Director of Education & Leadership Development, tpyle@aiccbox.org, or Chelsea May, Education and Training Manager, cmay@aiccbox.org or 703.836.2422.