142 - Mastering Virtual Selling with Mark Magnacca, President of Allego

When it comes to virtual selling, we are all or all have been in a place where it is absolutely necessary. Due to the Covid-19 pandemic, virtual buying and selling has become the method of choice and with information constantly at the buyers’ fingertips, the sales process is different. In this community, we want to sell from the heart with heart and it might feel impersonal in a virtual setting. But today’s guest shows us that it can be even more personal than before. Mark Magnacca is the co-founder and President of Allego, one of the world’s leading sales learning and enablement platforms. We first connected through a mutual friend and client and have known each other for many years. The lessons I have learned from Mark have been powerful and the content he provides in this interview is extremely valuable no matter what industry you are in. Mark is also the co-author of several books, but today we zoom in on Mastering Virtual Selling. Show Notes: [3:22] - Mark shares the inspiration behind his most recent book as the change in selling due to Covid-19. [4:47] - Mark had already brought remote working to the company years prior to the pandemic. [6:38] - It is about the buyer and not about what you want. [8:31] - Ask your clients, employees, or teammates their preferred mode of communication. [10:02] - Geographical location makes a difference in meetings as well. [12:06] - The more you can do to elicit the knowledge of what buyers want, the more power that you have. [13:44] - What if buyers follow a journey that is different from the way the sales funnel is organized? [15:26] - Mark demonstrates the power of information with LinkedIn. [17:06] - The salesperson is a guide and that is a mindset shift. [18:42] - Mark describes a recent buying experience that blew him away. [21:36] - The differentiation isn’t the technology, it’s the way you use it. [24:10] - Mark took the core message of branding to a different type of audience. [25:16] - It doesn’t have to be unique. The value is in customization to your subset. [27:29] - The momentum in relationship building creates an opportune time to close a sale. Waiting too long will cause that energy to dissipate. [29:22] - Trial closing is a strategy that will help create a balanced relationship. [31:10] - Both people in a relationship must want something to make it happen. Oftentimes the balance is not 50-50. [33:25] - Go where you are wanted to avoid chasing the sale. [35:14] - Lack of self worth is one of the reasons many women avoid going into sales. Do it a different way. [38:15] - If you are a parent, don’t underestimate the power you have in shaping your child’s mindset. [40:42] - Mark shares some things he has learned from his own children. Connect with Mark: Mastering Virtual Selling Website Mark Magnacca on LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page