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

<p><span style="font-weight: 400;">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</span> <em><span style="font-weight: 400;">with</span></em> <span style= "font-weight: 400;">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.</span></p> <p> </p> <p><span style="font-weight: 400;">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</span> <a href= "https://masteringvirtualselling.com/"><em><span style= "font-weight: 400;">Mastering Virtual Selling</span></em></a><span style= "font-weight: 400;">. </span></p> <h3><span style="font-weight: 400;">Show Notes:</span></h3> <p><span style="font-weight: 400;">[3:22] - Mark shares the inspiration behind his most recent book as the change in selling due to Covid-19.</span></p> <p><span style="font-weight: 400;">[4:47] - Mark had already brought remote working to the company years prior to the pandemic.</span></p> <p><span style="font-weight: 400;">[6:38] - It is about the buyer and not about what you want.</span></p> <p><span style="font-weight: 400;">[8:31] - Ask your clients, employees, or teammates their preferred mode of communication.</span></p> <p><span style="font-weight: 400;">[10:02] - Geographical location makes a difference in meetings as well.</span></p> <p><span style="font-weight: 400;">[12:06] - The more y