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Why continue prospecting remotely? 

• Competitors will call your customers
• Sales teams are responsible for revenue, so it is essential that their activity is not interrupted.
• The attrition rate will not decrease
• Sales cycles have an incompressible duration

Prospecting is a challenge, prospecting remotely is an even greater one

Why? 

• Remote work has become the norm, and offices may be closed
• Appointments are more often cancelled
• Proposals are postponed when the economic situation is tense

However, there are 4 levers to take action and continue prospecting remotely: 

1. Building your mindset
2. Nurturing your sales pipeline
3. Contacting your prospects
4. Activate social selling

Cultivating the right mindset for remote prospecting

To do this, you need to work on several elements: 

• The desire, you have to decide to succeed
• Confidence, being aware that you can succeed
• Optimism, even if the obstacles are sometimes numerous, they are part of the game
• Patience, success can sometimes take several years
• Motivation, hard work always pays off
• The focus: adjust the microphone and the concrete reality at one's level.

Nurturing your sales pipeline

The active pipeline corresponds to prospects who are between the discovery level and the time of the proposal.

It is essential to take care of these prospects with great care, as they are the next sources of revenue for the company, they are the closest to signing.

To do this, pay attention to these 3 things: 

• Having the right tools: choosing your tools (phone, Zoom, Skype, WhatsApp) and learning how to use them
• Prepare for your meeting: re-evaluate the account's strategic objective (re-evaluate pain points) and the tactical objective for the meeting (prepare for potential objections and develop alternative fallback scenarios)
• Conduct the interview: be empathetic, revalidate and explore the issues, use negotiation techniques to change the interlocutor's point of view and converge towards a shared common objective

Contacting your prospects

To prospect remotely and contact your prospects, it is essential to follow a fairly precise process: 

• Define target functions
• Build and enrich your file and integrate it into your CRM
• Define your contact channels and your pitch
• Allocate time to your sales teams
• Train your sales teams

Activate social selling

Social selling is very important when a company wants to prospect remotely; it's the ideal way to communicate.

However, it is important to do it correctly by publishing content with added value, publishing regularly, and strongly working on your online reputation.