Dass sich B2B Vertrieb seit Corona verändern muss, zeigt dieser Artikel der Harvard Business Review.
Covid-19 has changed the world of B2B sales. Even if you started the year with a packed pipeline, few businesses have escaped the economic turmoil, and about 50% of B2B buyers are holding off on purchases because of the pandemic, according to McKinsey & Co.
To keep closing deals, try sticking to the following steps:
- Ramp up your prospecting.
Face-to-face sellers will need to become even more effective remotely — and in many cases, a lot more effective than they were pre-Coronavirus. Engaging with prospects’ social posts, writing handwritten letters, and giving strategic, genuine gifts within your company’s ethical guidelines are all smart tactics for staying top of mind — but they’re just the tip of the iceberg. Continuing to generate leads and close sales will require continuous experimentation.
- Think about your prospect’s customer.
Once you know how the people your prospect are selling to have been affected, you’ll better understand their buying urgency (or lack thereof) when going into sales calls.
It is also critical to know how your prospect’s customer is faring as you think about the resources you’ll spend on a deal. If your pool of deals is now down 50% or lower, then you need to focus on the deals you can win.
- Switch to ‘yes’ mode and be empathetic.
Sticking with the same blanket incentive for all of your pitches won’t work, so you must ask probing questions to understand what your prospect’s true hang up is. After, you can tailor your sales pitch to meet their specific needs, which is what 69% of buyers want.
- Pitch all deals like your pitching to a CFO.
In our current climate, all deals are receiving more scrutiny from financial decision makers. This means that more people will be involved. Sellers should assume that everyone is a champion, or a person who will share your information internally.
Klicken Sie hier, um zum Original zu kommen: How to Keep Closing B2B Deals During the Pandemic