Tel: 0844 394 8877

Boulden Management Consultants

Remote-Based Training

Facilitating Virtual Sales Meetings

Running a remote sales meeting

How to plan and run efficient Virtual Sales Meetings

Remote Course

Course Brochure Download
Brochure for Facilitating Virtual Sales Meetings
  • How to create value in the eyes of your client
  • Having the right approach to selling in a remote environment
  • Managing stakeholders’ expectations


This fast paced, remote training programme, is designed to give sales people, and other client facing staff, the skills needed to run highly effective sales meetings – in a virtual setting.

It covers the seven key aspects of making sales happen in the context of remote working, and how to ‘grab’ the attention of key decision makers. The session also looks at planning strategies and how to facilitate the ‘live’ Zoom/Teams sales meeting.

The training consists of eight modules, comprising:

  1. An E-learning Module that people do as pre-work. (This is in the form of a pdf file that takes around 20-30 minutes to complete.)
  2. A four-hour-long, live Zoom Workshop, (with a 30-minute break half way through) where we briefly review the theory covered in the pre-work and then carry out a series of role plays and case studies.

Learning objectives

By attending this highly interactive remote course you will:

  • Understand the key principles of virtual selling
  • Acquire methods for getting the attention of decision makers
  • Understand the importance of effective planning strategies
  • Appreciate the value of lobbying in remote selling
  • Learn how to facilitate high impact remote meetings

Who should attend?

Anyone who wishes to review and reflect on the way they run Virtual Sales Meetings, and who want to get an insight into some of the key techniques involved.

Sales Focus

Understanding the guiding principles of a good sales meeting.

  • 8 aspects of effective selling
  • 4 main types of sales meeting

Exercise: self-assessment of your current level of Sales Focus

Disturbance Techniques

Understanding how to get the customer focused on an issue or problem.

  • Research Findings
  • Leading Questions
  • Hypothetical Questions
  • Story Telling

Exercise: story telling

Six-Stage Meeting Design Process

Exploring the six-stage planning process to structure a Virtual Sales Meeting in a professional manner.

  1. Stakeholder Analysis
  2. Collect Evidence
  3. Position Perception
  4. Sales Meeting Strategy
  5. Support Materials
  6. Lobbying

Exercise: conducting a Stakeholder Analysis

Exercise: using the Position Perception Model

Running a Virtual Sales Meeting

5-step process for running an effective Virtual Sales Meeting.

  1. Rapport Building
  2. Standard Introduction Sequence
  3. Work through the Agenda one point at a time
  4. Summarise Agreements & Action Steps
  5. Close the Meeting

Exercise: effective virtual Rapport Building

Exercise: Standard Introduction Sequence


This programme is delivered in a remote format.

Where appropriate, we conduct interviews and facilitate focus groups to gather information with which to write bespoke case studies that precisely reflect the culture and work environment of the participants.


Feedback is based upon peer reviews using Boulden Assessment Checklists. Completing the Boulden Assessment Checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of skills used by excellent Remote Managers.

Follow up Coaching Support (Practise makes perfect)

The workshop can be followed by a 3/4-month-long group coaching activity (using the Action Learning Philosophy). This involves delegates trying out the skills from the workshop in real life situations and getting support and guidance from their peers and the consultant as they do so. If this option is selected there is a Closure Workshop at the end of the coaching phase where delegates present how they have applied the techniques learned on the course into their daily work routine (using the Most Significant Change methodology).

Remote Training

All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.


Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877