Allego

Approaches to Virtual Selling for Optimal Success

The book "Mastering Virtual Selling: Orchestrating Sales Success," co-authored by Allego’s CEO Yuchun Lee, President Mark Magnacca, and strategist Tony Jeary, offers sales professionals comprehensive strategies, tools, and best practices to excel in the predominantly virtual B2B sales environment by creating compelling buyer experiences, mastering frontstage and backstage selling, enabling virtual teams, and adapting to hybrid selling while overcoming challenges like reading virtual cues and engaging prospects effectively.

Allego’s CEO Yuchun Lee and President Mark Magnacca have partnered with strategist Tony Jeary to release a new book, “Mastering Virtual Selling: Orchestrating Sales Success.” This guide is designed to provide sales professionals with proven methodologies, actionable best practices, and relatable anecdotes to help them compete successfully in a virtual world.

According to Harry Hoopis, CEO of Hoopis Performance Network, the book reveals the true methods required for success in virtual selling and emphasizes the importance of optimizing time during virtual meetings.

With over 90% of B2B sales now conducted virtually, both new and experienced salespeople must master the nuances of virtual selling. The book aims to educate sales professionals at all levels on how to become buyer-centric and more effective at managing all aspects of virtual selling before, during, and after prospect meetings.

Key tools and tactics covered in the book include:

  • Creating a compelling buying experience
  • Strategies for “frontstage” and “backstage” selling
  • Enabling virtual selling teams
  • Building the hybrid selling environment of the future

Yuchun Lee, Allego CEO and co-founder, notes that the events of the past year have shaped the future of B2B sales. The book introduces new techniques to help sales professionals become more proficient at virtual selling, resulting in more confident, productive, and successful sellers.

Mark Magnacca, Allego President and Co-founder, highlights the challenges of reading body language and cues in a virtual environment. He stresses the need for sales professionals to develop new skills to engage prospects virtually and create a personalized, efficient buyer experience that stands out from competitors.

Tony Jeary, co-author, describes the book as providing the foundation required to master “flatscreen selling.” Readers will learn how to orchestrate front and backstage selling, bring energy to virtual platforms, and build rapport with both their teams and prospects, helping salespeople progress from apprentice to master.

“Mastering Virtual Selling: Orchestrating Sales Success” is available for pre-order on Amazon and can also be purchased at masteringvirtualselling.com. The guide is intended for sales professionals, including sales reps and their managers.

About the Authors

Yuchun Lee is the CEO and co-founder of Allego, with a track record that includes serving as CEO of Unica, guiding it through a successful IPO and sale to IBM. He is also an Executive in Residence at General Catalyst Partners, Executive Chairman of Clarabridge, serves on the board of Vertex Pharmaceuticals, and is an Executive Advisor with Summit Partners.

Mark Magnacca is the President and co-founder of Allego. He previously founded and sold a financial planning company, then started a sales consulting business supporting financial services companies in their digital transformation. He is also the author of So What? How to Communicate What Really Matters to Your Audience and The Product is YOU!

Tony Jeary is the founder of Tony Jeary International High Performance Resources. Known as The RESULTS Guy™, he has over 30 years of experience helping clients achieve results faster. He has advised dozens of Fortune 500 CEOs and authored over 60 books, including 26 on presentation effectiveness.

About Allego

Allego provides an all-in-one sales enablement platform that equips sellers with the skills, knowledge, and content needed for success in a virtual world. Allego empowers reps with activated content, personalized coaching, and learning in the flow of daily work. Over 500,000 professionals use Allego to revolutionize onboarding, training, collaboration, and sales.

For more information about Allego and its approach to learning and enablement, visit allego.com.

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