Special Report...
 

The Great Reset

B2B sales leaders are rethinking everything from hiring to onboarding, prospecting and keeping a slice of customers’ budgets. Our special report looks at how COVID-19 has reshaped sales. Insights include:

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How COVID-19 could reshape sales

The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether).

Hiring B2B Sales Professionals During and Post COVID-19

Post-pandemic sales teams will need employees with digital skills, design thinking, entrepreneurship and innovation. Before you start hiring, set smart recruiting goals. Here are a few recruitment strategies to help you get started:

4 tips for more engaging remote sales presentations

Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations?

Managers in the recovery can focus on change

Our behaviors and decisions change regularly to a very large degree because of context. With the quarantine, and now the recovery, the context that the entire world is experiencing is different from what it used to be. We’re exempting monastic monks and those who live off the grid. But that’s not you, nor is it your customers.

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.

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