How to B2B have changed during COVID-19
The pandemic has brought about many changes to the day-to-day lives of people across the globe. It has slowed down the economy. Trade has been impacted and many businesses had to put their international endeavors on hold. As the cases continue to rise it is hard to predict the state of the economy. Many businesses are incorporating various changes to remain functional during this crisis.
Companies are changing their work culture by working remotely to continue working during the pandemic. Covid-19 has brought a change to all types of occupations and businesses. So how has B2B sales changed during Covid-19?
Re-discover your customer: The leaders of tomorrow must pioneer new ways of hearing and understanding customer needs while staying close now and in the future as their market and needs change. To continuously nurture real-time customer visibility, proactively reach out with empathetic messaging, enhance selling approaches with AI-powered tools and deepen sales integration to nurture opportunities at scale.
Re-set your sales approach: Focus sellers on the highest-value and highest-probability opportunities and activities. These include cross-selling, upselling and customer retention strategies. To encourage sales teams to focus on the top customers and new product bundles, double-down on incentives and discounting policies. Go a step further and revisit your existing channel mix in ways that make it easy to shift targeted customers to a direct model.
Re-enable your sales teams: Make it fast, focused and easy for your team to unlock the potential of marketing, sales and service platforms. Putting the right data-driven tools in their hands can help them capture a 360-degree view of your customers, and act fast and effectively on crucial opportunities. At the same time, these innovations can allow sales account teams and leadership to collaborate seamlessly together, and ultimately win.
Human Interaction: Since B2B sales is traditionally face-to-face selling, customers are still looking for human interaction. You must have your sales reps ready to answer any queries that the customers have. As seen above, live chat is the top channel customers are using to research suppliers. You can optimize this platform for your business so that it is convenient for customers to use this. Also, using video calling to have a face-to-face discussion with customers. With these virtual tools you can maintain business continuity with your customers.
Adapting these new changes will help you keep up with the new business landscape. This will make sure that your business does not slow down and you can keep engaging with your customers.