What are some of the new techniques you have picked up?
What have you found to work and not work during this time?
KennaChristine73
How has COVID changed your way of selling?
2
I no longer wear pants on sales calls.
HAHA! Nice
I find it has streamlined many things from tech perspective. It's somewhat forced organizations to take cloud solutions seriously, especially since most organizations don't expect for everyone to fully return to the office
I completely agree! It has forced businesses to allow more remote working which I really enjoy!
Apply empathy and compassion more so than before. I'm generally impatient as savages are, so I've had to work very hard at this.
I have found my customers post much more info on problems they are facing in their investor presentations and 10Ks. Lots of press releases in the spirit of transparency for end users and investors, which I can directly turn around and provide solutions for. Have actually been decently successful generating new pipe because of this.
Thank you for your comment. Every little bit helps.
My team really changed our outreach from an always be selling approach to an always be helping - giving tips, tricks, insight, intel etc and adjusting our messaging to hard ask for a meeting in some but not all outreach - sometimes just being the helpful 'trusted advisor' and not always the sales rep.
Thank you! I appreciate your feedback
Its taken away my greatest asset of building relationships BUT it has taught me to sell the value and double down on my industry/client knowledge.
Social Selling became even more apart of my prospecting. Social Selling is a longer play though as I spend 2 months building rapport and sending articles/webinars based on their company, role and interests before I start talking about my company and asking to meet.
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