Business as Unusual

It has been a tough time for the world as everyone attempts to navigate a new normal amid the coronavirus pandemic. From a personal standpoint, many of us are practicing social distancing by staying inside, canceling plans, and avoiding crowded spaces. Professionally, there are many questions that arise about how one should move forward…not the least of which centers around working from home.

Sales has been impacted. Selling is now and will forever be different! There is a tremendous amount of uncertainty/fear. As a result, it is exceedingly difficult to schedule face-to-face meetings and almost impossible to connect with actual decision makers. Even when the social distancing restrictions are lifted, I believe there will be significantly fewer meetings scheduled. That means the importance of each meeting will increase dramatically and the dependence on videoconferencing/web calls will be at an all-time high!

I believe it will be much more difficult to unseat incumbents (the last thing they want is one more thing to change) and that means close rates will worsen, sales cycles will elongate, and pipelines will shrink. Add to that increased scrutiny when making purchasing decisions as well as budget/cash flow concerns and competing priorities.

The tools/concepts introduced in this Zoom meeting will help salespeople/business owners increase the size/quality of their pipelines, improve their close rate and ultimately make more money!