Setting the scene
You have steered your ship and your crew so far already. The COVID-19 storm forced you as CEO to baton down the hatches and ensure survival. You looked after your people's health, the financial wellbeing of the business, difficult third-party negotiations, and a re-assessment of your core. You may have the leanest and meanest organisation post COVID-19 with laser focus and drive. However, without a strong pipeline and salesforce which can effectively create and lock-in opportunities your business is not going to take off. Engaging customers (B2B or B2C) will become critical and gearing up your Business Development team to sell effectively in a post COVID-19 world is a must.
Two components make up a strong CRM database and consistently performing team: the first is engaging with your customers effectively in the post COVID-19 world. You need to be targeted in your approach (in the context of reduced marketing budgets for most) to drive the highest value targets. The second is having strong key account management systems in place that allow your salespeople to maintain contact and interest. Your organisation may have had its sales and marketing strategy nailed down prior to COVID-19 and the lockdowns, but that model may not be applicable to the new-normal anymore. Buying patterns and behaviours, sales techniques and approaches and the requirement to build a promoter in a business have all changed as the world changed in dealing with this humanitarian crisis.
How is the sales world different post COVID-19? How do I quickly adjust my sales techniques to get revenue generation started again? What is the methodology behind sales so I can train my salespeople to be as effective as possible, even when working from home? If these questions are a concern for you then you have landed on the right module. Few business owners have gone through a crisis like this before in their career, and it can seem daunting to sell, especially when how you sell has changed.
The video and tools in this module will help you evaluate the WHAT, HOW and WHICH: WHAT is critical in managing your sales pipeline, HOW do you best approach sales and WHICH techniques and methodologies can you employ to support your salesforce and business.
