JM: Critical Sales Skills for the COVID-19 Pandemic
The COVID-19 pandemic has changed customer behaviour around the whole Buying Cycle. Customer needs, priorities, decision criteria, approach to risk alleviation and negotiation interests have all changed.
If left unaddressed, these changes will create a large hole in your sales pipeline. But they can also provide an opportunity to build revenue and relationships in a way that will have a lasting positive impact.
Now is no time to leave salespeople to their own devices. Now is the time to be proactive, and to ensure that your sales teams have the right techniques and priorities to bring insight to this new landscape, influence their customers, and build trust for the long term.
Richard Barkey, Founder and CEO of Imparta, covers:
- How customer needs and decision processes have changed and will continue to change
- The leading activities that will help to optimise your sales team’s response
- How to sell, pitch, and influence in a virtual environment
- How to train and coach, and influence the sales team’s mindset, without face to face contact