June 2020

Pandemic Selling by the Numbers

Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive.

COVID-19 accelerates expected B2B sales trends

The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey & Company created its B2B Decision Maker Pulse, a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19.

Is COVID-19 messaging fatigue real?

Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert.
Q: It’s been about three months since the start of the pandemic. How have you seen marketers shift messaging in that time?

Pricing challenges posed by a pandemic

Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it.
These are anything but normal circumstances.

Improving the Post-Sale B2B SaaS Customer Experience

There are many factors that can break a customer relationship after the sale. With software as a service (SaaS), it's important to tackle these potential problems upfront rather than trying to do damage control months into the implementation when the customer is annoyed, disappointed and on the path to churn.

Now Is the Right Time to Build a Hybrid B2B Sales and Marketing Team

Here’s what it takes to create a holistic sales and marketing organization — and why now is actually the perfect time to enact such a sweeping change.

Tackling Low Morale Among Remote Workers

No one should be surprised if lonliness and strained morale arise from working remotely. Leaders can maintain morale by moving remote workers to a place of optimism. That won’t happen on its own.

Building an office culture without the office

Productivity has remained strong for many companies during the work-from-home stretch forced by the COVID-19 lockdown, but some managers are beginning to worry about how to maintain the ever-important corporate culture.

Leaders Must Be Mindful of the Story Behind the Story

At a time when different work needs to get done — and work needs to get done differently — we leaders have to change. Korn Ferry CEO Gary Burnison says that today, everyone is a leader, and it culminates in how we make others feel.

Burnout Becomes a Bigger Fear in WFH Environments

Workers' mental health has become a chief concern among company leaders as working from home takes its toll on several fronts.

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