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  • MasteringVirtualSelling - Sample Backstage Checklist

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    Stefan Velgos
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    The document provides a checklist for sellers to effectively engage buyers backstage through relevant content. It recommends sending bite-sized content to maintain engagement without overwhelming buyers. Once trust is established, organize content in a digital sales room for easy collaboration. Let buyers determine appropriate communication frequency and only send value-added, relevant content to avoid losing their attention. Personalize content by adding a video explaining documents to make them more interesting and effective. Slowly release content over time instead of large bursts to extend interactions. Track engagement to understand buyer interest and scope within their organization.

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    MasteringVirtualSelling_Sample-Backstage-Checklist

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    The document provides a checklist for sellers to effectively engage buyers backstage through relevant content. It recommends sending bite-sized content to maintain engagement without overwhelming buyers. Once trust is established, organize content in a digital sales room for easy collaboration. Let buyers determine appropriate communication frequency and only send value-added, relevant content to avoid losing their attention. Personalize content by adding a video explaining documents to make them more interesting and effective. Slowly release content over time instead of large bursts to extend interactions. Track engagement to understand buyer interest and scope within their organization.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    16 views1 page

    MasteringVirtualSelling - Sample Backstage Checklist

    Uploaded by

    Stefan Velgos
    The document provides a checklist for sellers to effectively engage buyers backstage through relevant content. It recommends sending bite-sized content to maintain engagement without overwhelming buyers. Once trust is established, organize content in a digital sales room for easy collaboration. Let buyers determine appropriate communication frequency and only send value-added, relevant content to avoid losing their attention. Personalize content by adding a video explaining documents to make them more interesting and effective. Slowly release content over time instead of large bursts to extend interactions. Track engagement to understand buyer interest and scope within their organization.

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    Backstage Arsenal Checklist

    ☐ SEND BITE-SIZED CONTENT ☐ ORGANIZE CONTENT IN DIGITAL SALES ROOM


    It’s very important that you send only Once the buyer is truly engaged and you are a
    bitesized videos and one- to two-page trusted party in the buying process, engage the
    documents. Anything longer will deteriorate buyer through a DSR to help organize content
    the buyer’s engagement level. and make collaboration easy for everyone.

    ☐ LET BUYERS DETERMINE ☐ ACTIVATE CONTENT WITH PERSONALIZATION


    APPROPRIATE FREQUENCY Instead of just sending a document or a
    When sending content (emails, videos, white paper to the buyer, also send a video
    documents), always make sure your content of yourself explaining what the white paper
    is value-add and relevant to the buyer, or document is. (Ideally, use a technology that
    and make sure they are not too frequent. embeds the white paper and the document
    Let your buyer lead the level of “back and together to provide a multimedia experience.)
    forth,” and always ask to see if the level you By providing context explaining why the
    are on is okay. You have only a few shots document or white paper is useful or how it
    at sending irrelevant content before your applies to the project at hand, the buyer will
    buyer mentally opts out of y our backstage be more interested, and the content will be
    effort. So treat communication with care. much more effective.

    ☐ DRIP RELEVANT CONTENT ☐ TRACK CONTENT ENGAGEMENT


    Think about dripping relevant content over Make sure all content shared allows you
    time to stretch out the number of times you visibility to the buyers’ engagement level.
    are connecting virtually with your buyer. This This is one of the most important parts of
    is far superior to sending a burst of content backstage selling because it can provide you
    that creates short-lived interactions; the insights into the buyer’s true interest level
    volume will only serve to overwhelm your and potentially the scope of exposure of the
    buyer, and they will likely not absorb project throughout the buyer’s organization.
    everything you send. When there is activity, you can set this content
    up to alert you.

    © 2021 Allego Learn more at MasteringVirtualSelling.com

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