There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year of sales to a valuable buyer.
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For those sales pros who have come up empty after a sales pitch, there are a variety of reasons that things may go awry – the offering may not align, or budgets may not be in sync. But if trust, empathy, and, yes, Aretha – respect – are not present, you might end up singing for your supper.
In a world still awakening from a virtual economic shutdown, it’s tempting, as sales professionals, to try and do everything TODAY. After all – that fourth-quarter commission isn’t going to make itself.
If learning how to sell in the “next normal” isn’t difficult enough, there’s a new face at buying conversations these days that’s causing sellers to tear up the playbook and rewrite the conversation.
Swept up in the wave of unemployed Americans now out of work as a result of the COVID-19 pandemic are well-pedigreed people who have simply found themselves on the short end of the numbers game.
As you read this, businesses across the country are taking the first tentative steps toward “reopening” – though the definition of what constitutes this varies from company to company.
For a workforce that is used to earning more immediate dividends on their work, most sales professionals have been deeply affected by the COVID-19 pandemic. Today, their sales progress is measured in spoonfuls, rather than wheelbarrows. The sales cycle has been extended, and the traditional sales playbook, for many, has been torn up.
In the scramble to adapt to the so-called “new normal,” outcomes such as social distancing, working remotely, stock market volatility, spending cuts, and uncertainty have rendered useless the 2020 go-to-market plans for business-to-business (B2B) and business-to-consumer (B2C) companies alike.