SSB 1/16/22: Adapting to the new post covid world


Adapting to the new post covid world

Selling in a COVID-19 World – 4 Immediate Steps to Take

The Value You Provided Yesterday Might Be Irrelevant
Part of our job in sales has always been putting ourselves in the buyer’s shoes, and this is still true now. Ask yourself, how have your prospect’s priorities changed in the last 30 days, 7 days, or today? Are they facing more risk or a sudden opportunity?

Sales & Marketing Leaders: Update Your Value Proposition and Personas
Don’t automatically write-off entire industries. For example, selling into restaurants sounds unilaterally difficult now, right? Not quite. Some of our customers in food service have revised their messaging to highlight how they support delivery and takeout operations.

Create Content that Supports Your Team
Objection handling templates to arm the reps when they get anticipated pushback, for example “My team is all remote right now” or “We’re not purchasing anything new.” Huge disclaimer here: objection handling needs to be done with nuance and empathy. This is all the more reason to templetize and share approved messages so that reps are saying the right thing to build the relationship, not damage it.

Collaborate, Don’t Pitch
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. Fortunately, sales is not about one meeting or just about the short term – especially in today’s current environment.

To get all of this content here is the link:

Jancast # 115 is up!

Our first episode of 2022 and the news is not good with Omicron rearing its ugly head. Mark and I talk about the changes in the number of cases and hopefully some good news on the tech front on ways that Covid and other pathogens can be controlled in schools, business and even police cars. The healthcare disinfectants and sanitizers market by revenue is expected to grow at a rate of 10.89 percent during the period 2022-2027. That and the supply chain issues getting worse for select segments makes that growth very difficult

Have a great day and an even better sales week and Stay Safe! and…. Go Eagles!

Scott Jarden

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