These four steps you need to take now to not only survive but possibly thrive. COVID-19 Sales World selling in the new world of a pandemic can raise some serious challenges for some while creating opportunity for others.
Key Factor: The Value You Provided Yesterday Might Be Irrelevant
- Update Your Value Propsitions and Persona
If your prospect’s business focuses on change, you will want to reflect that in your persona .
It’s likely that your buyers in EMEA and the US are just starting to work from home and are undergoing a period of initial shock. Based on what we’re hearing from customers, the feedback is mixed with regard to what channel(s) are most effective when connecting with prospects right now.
2. Increase Your Outbound Calling 10x’s or More
Should we be making calls right now? Given that many people are suddenly working from home, some may or may not have set up call forwarding from their business phone to their personal cell phones. Others may have a sophisticated phone setup and may still be getting emails when you leave a voicemail, so keep at it and turn it up!
3. Consider Expanding To Other Channels
Such as, like social touches through Facebook,LinkedIn, or utilizing an integrated chat applications. Check out the Outreach Galaxy to review all our integration partners, and start to explore options to expand your strategy beyond email and phone (To name a few: Drift, Sendoso, Alyce, Vidyard, and Bomb Bomb).
Regardless, re-evaluate the mix of steps in your Sequence and think about the channel that may work best in your situation. This will likely evolve over time so researching different channels or constantly testing will be important.
4. Collaborate, Try Not To Pitch Never Work Free
Your prospects’ attention is more divided than ever. Market research is proving this to be true — TOPO surveyed 350+ sales professionals to understand the early impact the COVID-19 pandemic is having on their pipeline, and found nearly 50% of buyers aren’t willing to book a meeting right now.
Thanks for Reading and Carpe Diem My Friends!
Related Reading: How To Close Sales From Duplicate Leads