Select Page
Print Friendly, PDF & Email

B2B Hybrid Team Selling Best Practices in 2021:

  1. Purchase a Conference Camera
  2. Insist IT to Allow Install of the Top Web Conferencing Tools
  3. Have Virtual Team Members Present
  4. Assemble a Meeting Room Essentials Bag
  5. Get to the Meeting Room Early

Hybrid Team Selling is now officially “A Thing”

Sales teams are finding that the slow return of in-person selling and virtual (in-camera) support teams require different approaches and tools to optimize results.

Before the COVID-19 pandemic, B2B sales organizations regularly carted teams of people to client and prospect locations to support deal pursuits. 2020 proved that you could sell virtually, as a team, when you had no other options.

As the COVID-19 virus gets under control and organizations begin to allow or encourage in-person meetings, inevitably, we won’t be carting our support teams to sales calls at the rate we did in 2019.

Planning and managing a hybrid in-person / virtual meeting demands some internal rehearsal time and the adoption of these five best practices.

B2B Sales Team Best Practices in 2021: Hybrid Team Selling

1. Purchase a Logitech BCC950 Conference Cam

Get this portable combination camera and speakerphone that you can carry with you to any office or conference room. Attempting to show multiple people on a laptop camera or logging in on numerous laptop sessions in the same room is clunky and distracting. The conference cam plugs into a USB port, a remote that allows for managing volume and position of the camera, and provides an impressive view of most rooms. It also the least expensive for the types of features provided.

2. Insist IT Install All The Top Conferencing Tools to Your Machine

Many IT organizations prevent installing unapproved applications onto computers. However, the restrictions shouldn’t extend to conferencing technology. If your organization has standardized with Teams, for example, and your client on WebEx, how will you collaborate? The answer is that the selling organization should use the client’s technology, especially when you are at the client’s facility—otherwise, chances of technology problems during hybrid selling situations increases.

3. Have Virtual Team Members Present (If possible)

The client site’s in-person team needs to stay focused on the content and message instead of the presentation and laptop. By having a virtual team member present (even if they are advancing the slides), the in-person individual can better read body language, manage the meeting flow, and engage with the client.

4. Assemble a Meeting Room Essentials Bag

Assume that you’ll end up in an office or meeting room with limited or non-working technology. I’m sure you’ve walked into the conference room with a TV and power supply out of reach from your laptop.

I pack the following for all in-person meetings:

  • 10-foot, 3-prong extension cord
  • 10-foot HDMI cable
  • 10-foot ethernet cable
  • Remote “clicker.”

5. Get to the Meeting Room Early

I recommend arriving 45-60 minutes early into the meeting room. You’ll need the time to set-up your laptop and conference cam, start a test meeting with your team to check audio and video, determine the best seating arrangements for your audience, and troubleshoot issues. When the client arrives, they will see you set and ready to go!

Hybrid selling is here to stay, and it’s a unique opportunity to demonstrate to clients and prospects how well you and your support team seamlessly manage the interactions. 

Sales teams that adopt and hone hybrid selling skills will have a competitive advantage in the marketplace.

For more Tips on B2B Selling Best Practices in 2021, Click Here to Subscribe to Two-Bullet-Tuesday

X

California

CONTACT US

X

Mexico

CONTACT US

X

Texas

CONTACT US

X

Florida

CONTACT US

X

Washington

CONTACT US

X

New York

CONTACT US

X

Brazil

CONTACT US

X

Spain

CONTACT US

X

United Kingdom

CONTACT US

X

Germany

CONTACT US

X

Singapore

CONTACT US

X

Japan

CONTACT US

X

New Zealand

CONTACT US