How has the pandemic changed the way you sell?

I'm curious to know what new tactics / skills you have acquired in the past year. For example, many of us were previously road warriors traveling for in-person meetings / demos and now shifting to Zoom heroes.


What outreach has been the most effective for cold-leads (e.g. call, email, video)?


Anyone taking up video outreach to new prospects? (I sure have! It was a little awkward and first, but I have embraced it as a new form of outreach.)


Any new marketing approaches to fill top of funnel (e.g. we have started using Sendoso to send books, provide lunch (for lunch&learn sessions) - but VERY sensitive to not come across as a bribe)?


๐Ÿ”Ž Prospecting
๐Ÿ‘‘ Sales Strategy
๐Ÿ“ž Cold Calling
3
Savagedoge
Big Shot
3
Account Executive
Always been selling over the phones and Internet. Iโ€™m curious to see how sendoso has worked out for folks thoughย 
rekled
Opinionated
0
Strategic Account Executive
It has been very successful with existing customers - primarily as "thank you" gifts for references, referrals or attending webinars. For the lunch & learn sessions and outreach to prospects - we are just now starting them so not much data to provide yet.ย 
Savagedoge
Big Shot
2
Account Executive
Noice. Put up a post with the data in a couple months, Iโ€™m sure a lot of us would find that useful.
AutoSmiler
Arsonist
0
Account Executive
Yeah looking for some insight here. Been using for a couple weeks now and it has only been useful in established relationships, and not so much cold out reach. However, also haven't been using long enough.


If anyone has tips on using sendoso please share!!
rekled
Opinionated
0
Strategic Account Executive
In the short span that we have been using Sendoso (Jan 2021)...ย 

What works well:ย 

1. Send a book via Amazon related to a webinar topic to all attendees (not actual folks that registered but actual attendees). For example: we recently held a webinar on Change Management and sent a book related to the topic.ย 

2. Lunch and learns: send a gift certificate to individuals to order food via GrubHub.ย 

3. We can include personal notes (handwritten by folks at Sendoso) delivered with the package.

4. Ability to deliver to personal home addresses WITHOUT customer / prospect having to send it to you via email. They are provided with a link to change the delivery address.ย 

What else we are trying:ย 

1. 30 minute consultation sessions: attend and you receive an Amazon gift certificate. (It's basically a sales discovery call but with a fancy buzz word).ย 

2. Providing a gift certificate/book for referrals.ย 

Challenges:ย 

1. Messages from Sendoso are trapped by SPAM filters.ย 

2. "Gifts" can be perceived as bribes, so be careful.ย ย 

3. Receiving gifts can also violate company policies. Books are a great way around this as they are perceived as educational material.ย 
steakalldayerryday
Opinionated
0
AE
Sendoso is a great tool to give gifts to your prospects and/or customers whenever your company drops the ball on something.

Also great to use for existing customers to build good vibes and encourage expansion opportunities later on.
CuriousFox
WR Officer
1
Senior Account Executive
Sure. We had to train customers and prospects how to accept the fact virtual meetings are the new norm so to speak. That alone hasn't been easy, but it's so much more productive.ย 
Selichimorpha
Celebrated Contributor
1
Growth Executive
I never used to have my camera on for calls, now it's rare that I have it off. Plus, taking the time to build rapport and talk about what the past year has been like has really opened a lot of doors for people to be more honest.ย 
Sales for me have gotten easier since the start of WFH
wHaTyAgOtCoOkInG
Catalyst
0
Account Executive
Hasn't changed it at all apart from focusing on social presence. Prospects research us more, sometimes whilst we are talking. I think this is because we cant be there to 'press the flesh'
AutoSmiler
Arsonist
0
Account Executive
Most successful with email communications. It's now necessary to become a master of the subject line as alot of people still aren't in their offices picking up the phones. I have had some success over the phones though, but since the pandemic all the gold has primarily come from email. Linkedin also acts as an important touch point during these times, not as successful but it works.

I'm also very curious to learn how sendoso works for you in the future when it comes to cold outreach. Be sure to fill us in!
nreskin
Politicker
0
Account Director
Attempting to sell w/ more empathy can go a long way. My emails and calls are to the point so I don't waste anyone's time and ensure I get my message across
Soiboi
Politicker
-1
Account Executive, EIAS/Compliance
Nope, Zoom all day. It affected deals but not the way that I work.... Well Im WFH in sweats all day now so there's that hah. We may add in video prospecting soon so that could be fun.ย 
rekled
Opinionated
0
Strategic Account Executive
Right on... good luck! Video has been great to set a rapport with customers / prospects. Many have largely been more engaged with my video on than not. But it does mean I don't wear sweats on those days! LOL
Soiboi
Politicker
0
Account Executive, EIAS/Compliance
hehe someone didn't like me. Seems like video is a great way to do things nowadays. Video is king.ย 
2

Anybody who had to transition to online selling specifically due to covid and wfh?

Discussion
6
2

How has COVID changed your way of selling?

Question
14
5

Since pandemic pushing everyone to wfh, many people are of the opinion that all aspects of businesses (at least for software) can be done remotely. How many of you still believe that persona touch goes a long way to close a sales deal?

Question
11
Which would you rather do?
Ob Fe
Jo
+57
ObtaintheGrain , ย  Fenderbaum , ย  JoshNanticoke ย  and 57 people voted
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