{"id":10055,"date":"2020-07-30T11:44:52","date_gmt":"2020-07-30T09:44:52","guid":{"rendered":"https:\/\/overw8.de\/blog\/target\/how-to-keep-closing-b2b-deals-during-the-pandemic\/"},"modified":"2020-07-30T11:44:52","modified_gmt":"2020-07-30T09:44:52","slug":"how-to-keep-closing-b2b-deals-during-the-pandemic","status":"publish","type":"post","link":"https:\/\/overw8.de\/de\/blog\/how-to-keep-closing-b2b-deals-during-the-pandemic\/","title":{"rendered":"[LESETIPP] How to Keep Closing B2B Deals During the Pandemic"},"content":{"rendered":"\r\n<p class=\"is-layout-flow wp-block-quote-is-layout-flow\">Dass sich B2B Vertrieb seit Corona ver\u00e4ndern muss, zeigt dieser Artikel der Harvard Business Review.\u00a0<\/p>\r\n<p>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 <a href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/survey-us-b2b-decision-maker-response-to-covid-19-crisis\">50% of B2B buyers<\/a>\u00a0are holding off on purchases because of the pandemic, according to McKinsey &amp; Co.<\/p>\r\n<p>To keep closing deals, try sticking to the following steps:<\/p>\r\n<ul>\r\n<li><strong>Ramp up your prospecting.<\/strong><\/li>\r\n<\/ul>\r\n<p>Face-to-face sellers will need to become even more effective remotely \u2014 and in many cases, a lot more effective than they were pre-Coronavirus. Engaging with prospects\u2019 social posts, writing handwritten letters, and giving strategic, genuine gifts within your company\u2019s ethical guidelines are all smart tactics for staying top of mind \u2014 but they\u2019re just the tip of the iceberg. Continuing to generate leads and close sales will require continuous experimentation.\u00a0<\/p>\r\n<ul>\r\n<li><strong>Think about your prospect\u2019s customer.<\/strong><\/li>\r\n<\/ul>\r\n<p>Once you know how the people your prospect are selling to have been affected, you\u2019ll better understand their buying urgency (or lack thereof) when going into sales calls.\u00a0<\/p>\r\n<p>It is also critical to know how your prospect\u2019s customer is faring as you think about the resources you\u2019ll 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.<\/p>\r\n<ul>\r\n<li><strong>Switch to \u2018yes\u2019 mode and be empathetic.<\/strong><\/li>\r\n<\/ul>\r\n<p>Sticking with the same blanket incentive for all of your pitches won\u2019t work, so you must ask probing questions to understand what your prospect\u2019s true hang up is. After, you can tailor your sales pitch to meet their specific needs, which is what 69% of buyers want.<\/p>\r\n<ul>\r\n<li><strong>Pitch all deals like your pitching to a CFO.<\/strong><\/li>\r\n<\/ul>\r\n<p>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.<\/p>\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<p>Klicken Sie hier, um zum Original zu kommen: <a href=\"https:\/\/hbr.org\/2020\/07\/how-to-keep-closing-b2b-deals-during-the-pandemic?PostID=17746270&amp;utm_medium=email&amp;utm_source=rasa_io\" target=\"_blank\" rel=\"noopener noreferrer\">How to Keep Closing B2B Deals During the Pandemic<\/a><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Dass sich B2B Vertrieb seit Corona ver\u00e4ndern muss, zeigt dieser Artikel der Harvard Business Review.\u00a0 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\u00a0are holding off on purchases because of the pandemic, according&hellip;<\/p>\n","protected":false},"author":6,"featured_media":10056,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_has_post_settings":[],"footnotes":""},"categories":[516],"tags":[],"hashtags":[],"class_list":["post-10055","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-corona-unternehmer"],"acf":[],"nelio_content":{"autoShareEndMode":"never","automationSources":{"useCustomSentences":false,"customSentences":[]},"efiAlt":"","efiUrl":"","followers":[6],"highlights":[],"isAutoShareEnabled":false,"networkImageIds":[],"permalinkQueryArgs":[],"series":[],"suggestedReferences":[]},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>[LESETIPP] How to Keep Closing B2B Deals During the Pandemic - OVERW8 Journal<\/title>\n<meta name=\"description\" content=\"Dass sich B2B Vertrieb seit Corona ver\u00e4ndern muss, zeigt dieser Artikel der Harvard Business Review.\u00a0 Covid-19 has changed the world of B2B sales. 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