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Lori Richardson commented on

Selling in Times of Adversity

I've been involved in plenty of adversity in my life, and in (and around) the sales profession all of my life. I never, however, have dealt with a Pandemic which triggered an economic downturn.


Sales professionals are used to change. We learn how to read our buyers and how to pivot from one person to another.


Like you, I have had highs and lows in the past couple weeks - deals that fell through or were postponed. I also strategized with my team and we honed in on services we can sell today - and closed business this past week.


Feel bad for what happened, then shake it off. How can you reinvent?

If you sell SaaS software or services to small restaurants, you may need to change jobs.

If you sell to SaaS companies that are booming now - you may need to hire more help.

Determine your situation, and see how you can pivot for now.

Post your real world situations (ok to "ask for a friend") and we'll offer our ideas.

Lori Richardson
B2B Sales Growth Strategist; Help Company Leaders Build a Better Sales Pipeline at Score More Sales
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Stacia Skinner
Founder / President at Creative Training Solutions, Ltd
To many we may see the sky is falling but remember during crisis opportunity does arise. We have to be careful especially in sales not to get sucked into the bad and hyperventilate about the future. Stay in the present, think about what are you capable of doing now! The future is abstract and frankly none of us know.  In the present we have a chanc... See more
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4 months ago
Lori Richardson
B2B Sales Growth Strategist; Help Company Leaders Build a Better Sales Pipeline at Score More Sales
Exactly. Move forward one. step. at. a. time.
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4 months ago
Maria Tribble
Vice President, Sales at PathFactory
Yes! Shake it off and be the Phoenix.
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4 months ago
Lori Richardson
B2B Sales Growth Strategist; Help Company Leaders Build a Better Sales Pipeline at Score More Sales
Right, Maria - it doesn't mean we are insensitive - or uncaring - there are many who have lost - or at a minimum delayed / postponed great opportunities. There are restaurants that may never be the same - or even return. We can't let this define us - we have got to take action. Pivoting is what we know how to do in professional selling. I'm simply ... See more
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4 months ago
Lauren Casey
Account Executive at Wiser Solutions
Was frozen last week unsure how to reach out. Ended up crafting some hyper empathetic messaging to warm leads on ways we may be able to partner together to help get through this time as I work for a SaaS company. I was able to book one meeting, and hoping to keep the momentum rolling. We still have value to provide :) 
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4 months ago
Lori Richardson
B2B Sales Growth Strategist; Help Company Leaders Build a Better Sales Pipeline at Score More Sales
That's great, Lauren!
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4 months ago
Danita Bye
Founder at Millennials Matter
Love it, Lori!  Keep energizing encouraging the world!
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4 months ago
Anne-Marie Lestic
Coach at Triumph With Sparkle
Thank you for sharing. Also I find that having a community and continue to share our best practices but also carrying on talking with our hearts can only make us stronger TOGETHER :)
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4 months ago
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