Post by account_disabled on Mar 5, 2024 5:45:04 GMT -5
Carlos Mendez Categories Covid-19 , B2B Marketing Tips for closing B2B sales in the post-Covid era Let's imagine a scene. A salesperson from a B2B company receives a visitor at his stand at one of the main fairs in his sector in Europe, shakes his hand, has a brief conversation, gives him a brochure and a piece of merchandising, exchanges cards and arranges a meeting. work lunch for a few hours later. In 2019 it would have seemed like a very normal scene.In 2020 we would use any adjective to describe that situation except “normal.” Our lives have changed (at least in the short and medium term) and the same is happening with companies and their strategies to close B2B sales in this new post-Covid era.
In the same way that we are going to stop seeing for a time those B2C salespeople who assaulted us on the street or who entered a building to offer certain products or services door to door, the physical commercial networks of B2B companies are also suffering. with the coronavirus crisis . Business trips, company visits and presence at trade fairs and physical BTC Users Number Data events have been reduced to levels never seen before. This situation will continue for months in the best of cases, if new outbreaks and confinements do not occur. If that was your company's customer acquisition model, you need a new plan. In industrial marketing and B2B sales there are no magic solutions for all companies and all sectors, especially in an unprecedented situation and maximum uncertainty like the one we are experiencing.
In any case, we can help you understand what the main trends are in this post-Covid era and what strategies can best and worst adapt to this situation . With this, we come to the question we were asking ourselves: what tips should you consider to close B2B sales in this context? We begin. 1. Don't neglect customer retention and cross-selling We tend to think about sales in terms of new customers, but before focusing on those types of strategies, you should never leave aside customer retention and cross-selling strategies . The current uncertainty causes sales cycles to become longer and purchasing decisions to be made more calmly. According to data from HubSpot , collected from more than 70,000 companies, the coronavirus crisis has caused weekly drops in the number of closed deals worldwide between 10 and 36 percent.
In the same way that we are going to stop seeing for a time those B2C salespeople who assaulted us on the street or who entered a building to offer certain products or services door to door, the physical commercial networks of B2B companies are also suffering. with the coronavirus crisis . Business trips, company visits and presence at trade fairs and physical BTC Users Number Data events have been reduced to levels never seen before. This situation will continue for months in the best of cases, if new outbreaks and confinements do not occur. If that was your company's customer acquisition model, you need a new plan. In industrial marketing and B2B sales there are no magic solutions for all companies and all sectors, especially in an unprecedented situation and maximum uncertainty like the one we are experiencing.
In any case, we can help you understand what the main trends are in this post-Covid era and what strategies can best and worst adapt to this situation . With this, we come to the question we were asking ourselves: what tips should you consider to close B2B sales in this context? We begin. 1. Don't neglect customer retention and cross-selling We tend to think about sales in terms of new customers, but before focusing on those types of strategies, you should never leave aside customer retention and cross-selling strategies . The current uncertainty causes sales cycles to become longer and purchasing decisions to be made more calmly. According to data from HubSpot , collected from more than 70,000 companies, the coronavirus crisis has caused weekly drops in the number of closed deals worldwide between 10 and 36 percent.