Kellogg’s Craig Wortmann has thought a lot about how selling products and services has been impacted by the shift to a virtual environment. Handshakes have been replaced by mouse clicks and a wave. Looking someone in the eye really means looking into a camera or a screen. Human connection has changed. But that doesn’t mean it’s gone. In fact, new challenges bring new opportunities.
On this episode of The Insightful Leader, Wortmann, a clinical professor of innovation and entrepreneurship at Kellogg and executive director of the Kellogg Sales Institute, describes a three-step process for making the most of any virtual selling opportunity—whether it is products and services or ideas and innovations.
Note: The Insightful Leader is produced for the ear and not meant to be read as a transcript. We encourage you to listen to the audio version above. However, a transcript of this episode is available here.