This week's episode is entitled "Virtual Sales Training: How To Support Your Now Entirely Virtual Team" and our guest is Ray Makela, CEO and Managing Director at the Sales Readiness Group. 

I ask Ray, what's the advice you're giving to your client around how to adapt their selling strategy right now?

I think this is the time to check in, to build the relationship and hopefully collaborate .... but it's certainly not a time to push to close the deal... I think we do need to be sensitive to how they're showing up and how we're showing up. And I think we want to maybe frankly do a little less challenging and a little bit more consoling these days because it's a long game. And if there was ever a time to pay it forward and say, "How can we help? Let's kind of take the deal off the table for a moment. But how can we help you or what can we do to support you?"

I ask Ray to talk a little bit to the tension between getting close to the end of the quarter and hitting their numbers. How do you address that tension?

Listen in NOW or read the full transcript on our blog starting Mon. 3/30/20

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.