Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team members' time). This process, of course, is called "discovery."
insight into how to win the business. But Virtual Sales Team Inc. encompasses much more than just your inside team. There is competitive advantage in cultivating relationships and gaining knowledge inside the company you're selling to. Think of your virtual corporation as including the prospect's team—the evaluation committee, decision makers, steering committees, executives, users, middle management, technical approvers, purchasing and human resources personnel, finance and legal people, external