Ericsson-LG Enterprise’s UK partner, Pragma, recently held a series of remote selling masterclasses in conjunction with Comms Dealer magazine. Joining Will Morey, Pragma’s Sales and Marketing Director, were Nigel Sergent, Editorial Director of Comms Dealer, Daan Donders, CEO and Founder of So Connect, and Richard Knight, owner and director of GetCrisp.
Will kick started the webinar by explaining the tools and tactics Pragma developed to help their own sales team adapt to a remote selling environment. Will’s top tip for success while remote selling is to contact your prospects via video calls as early as possible in the sales process. This helps to create a rapport with your prospects and drives engagement,
Demonstrating your product over a video call is crucial, so Pragma’s sales training has been focused on remote product demo skills, producing a series of webinars to help their channel partners and their own sales team close deals with prospects.
Rounding out the webinar with a Q&A session, Nigel explored the subject of remote selling with Daan, Richard and Will. Will explored how Pragma’s sales model has evolved in response to the needs of its partners by creating online training sessions, online video content and collaborative quoting tools to help its partners sell their portfolio successfully while working away from the office. The transition to cloud solutions is accelerating rapidly, with demand for on-site solutions dipping. Pragma’s iPECS Cloud platform is perfectly positioned to enable Pragma’s partners to transition to a fully remote selling model, and with over 50 videos in their QuickStart program and online training courses, Pragma are making every effort to support their partners.
Discussing the changes in marketing over 2020, Richard noted how businesses are embracing a ‘digital first’ attitude and using online resources much more extensively to research solutions. Many people aren’t working traditional 9-5 office hours any more, and are relying much more heavily on mobile devices to search the web. Social media has become crucial for lead generation, with much more emphasis being placed on talking about the agile and flexible nature of digital products.
Overall, the presenters on the webinar are buoyant about the future of the technology sector while it transitions to a cloud-based, remote selling environment. There are a number of fantastic opportunities to target and reach new customers. Pragma will continue to hold fantastic training webinars for its partners over the coming months. Starting from September 2020, iPECS will be holding a series of iPECS Insight webinars to provide iPECS partners and resellers with news, information and training on remote selling and the iPECS product suite.
