The Sales strategy before COVID19 was different. Most of the B2B sales used to happen through personal selling. The focus was more on Account Management, Relationship Management, Account Mapping Strategy. The Funnel was more focused on conferences, exhibitions, personal meetings, cold calls.
How it’s going to change post-COVID19 as everything is becoming virtual. Virtual Meetings, Virtual Conferences, Virtual Exhibitions and this is going to change how we used to do network, meet new prospects, nurture with more follow-up meetings. Now most of the sales cycle would be digital. Sales would be more challenging post-COVID considering the impact on health and economy.
Why we are saying about change
- Most of the companies are encouraging their employees to work from home
- Conferences becoming virtual
- Meetings are Virtual
- Travel would be done only if it’s critical
- Meetings may happen but with social distancing
What will impact the sales cycle:
- Only priority buying
- Very difficult to understand buyer persona through Digital/Virtual meetings
- More online research needed
- More of social selling
- Focus on Attract – Convert – Engage – Delight
What will contribute to Digital Sales
- Research
- Use of Digital tools
- Data Consolidation and Analysis
- Content Strategy
- Digital Communication Channels
- Engagement KPI
- Social Platforms
- Digital Sales Leadership
- Digital Strategy and tools integration
Some of the tools and platforms which can be leveraged for Marketing Automation – MailChimp, HubSpot
Digital Sales – inbound strategy play a bigger role