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Scott Dore commented on

While the world has changed dramatically in the last few weeks, for many #sales people their metrics, kpi's, and quotas have not.

Here's my advice if you're in this situation:


1) Change your messaging if your company allows you to. Now more than ever respecting the buyer's journey is essential.


Ditch the pitch and find some aspect of your service you can offer for free to help your buyer be their best in this situation. They're still working and facing problems, all that's happened is there's now more uncertainty and added constraints. Be a form of relief in whatever way your product allows. Example:


"With the added problems coronavirus has caused, and in this time of wisely taking extreme precaution, I wanted to see if I'm wildly off in offering your team some free lead enrichment."


2) Now is not the time to be putting people from your TAM in a 16 touch campaign. Laser focus only on ICP leads if #management is forcing continued prospecting.


3) Collaborate with teammates in thoroughly documenting responses by industry, seniority, persona, etc. Make a summarized, one page report weekly from everyone's activity showing the buyer sentiment. Keep your leadership informed and your job secure.


4) Share some pro tips about working from home. I've added an example in the comments.

Belal Batrawy
Sales Advisor at Bravado
Bravo
Molly O'Sullivan
President at Molly CO
Great advice, Belal! We at the AA-ISP opened up all the resources in the Knowledge Center for non-members to leverage with potential downtime. 
We have to do what we can to help one another. 
Thanks for all you do!
Bravo
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4 months ago
Belal Batrawy
Sales Advisor at Bravado
Wow that's awesome Molly O'Sullivan. Are there some top picks you recommend I can share with others from the knowledge center?
Bravo
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4 months ago
Molly O'Sullivan
President at Molly CO
Claro que sí! (Of course)
I made Padlets - online collections - of my favorites. One is for frontline sellers and another for leaders. 
Sellers: https://padlet.com/themollyco/8cztttnxqm8q Leaders: https://padlet.com/themollyco/y21n68p4zclp
Bravo
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4 months ago
Christopher Fago
Technical Sales Manager at Palo Alto Networks
Great post Belal - really appreciate the context. I just asked my leadership if guidance would change from a KPI/Quota standpoint.
Bravo
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4 months ago
Ned Arick, M.S.
Account Executive at Your Welcome
Great post Belal: For those of you who are in positions where you're still under a "business as usual" KPI/quota as I am, I've been using the following script with great success in an industry that is getting crushed, hospitality. 
Bravo
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4 months ago
Ned Arick, M.S.
Account Executive at Your Welcome
Here's my personal script I'm using. "Hey Bill, it's Ned with YourWelcome, how're y'all holding up over there?" **I'm in the hospitality industry so they vent** I offer empathetic support and ask more specific questions based on what they've shared. By this time in the call, they normally ask who I am. My next response is as follows. "Bill, I'm c... See more
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4 months ago
William Sturgis
Commercial Sales Development at SalesLoft
Belal just to make sure I understand you correctly when you use the acronym ICP- do you mean individual contributors? 
Bravo
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4 months ago
Patrick Michael
Sales Enablement & Training at None
Ideal CustomerProfile is likely what he means.

"An ideal customer profile is a hypothetical description of the type of company that would reap the most benefit from your product or solution. These companies tend to have the quickest, most successful sales cycle, the greatest customer retention rates and the highest number of evangelists for your bra...
See more
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4 months ago
Scott Dore
Associate Account Manager at Feith Systems
Curious, would this be a great time for video? 
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4 months ago
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