The “new normal” in post-Covid B2B sales

Quotes

• “It has different impacts across different organizations and for the back to categories, I would say, regardless of whether t has impacted your revenue at all or impact the way you do business, everyone across the board is generally thinking about they can spend the dollars more wisely just because of the uncertainty.” -Dustin“The other thing that we are seeing in the last 30 to 45 days is the acceleration particularly the enterprise across the digital transformation effort.” -Dustin“I am fairly convinced that the way we work is going to be changed forever. I think it just completely spread this idea of work from anywhere. We have the technology to be able to work from home but there is this negative connotation about doing all that you have in this office space, collaborative nature, and cultural element that just because you are in the office means you are working. I think that is changing for good.” -Dustin“Many companies have embraced remote work and they haven’t seen a big hit in productivity. In fact, in some cases, it has gone up so I think the flexibility you have from a work perspective will definitely be there.” -Dustin “There is an element of relationship-building that is really important and has to pick some new forms. I do love the idea that it now puts a lot of pressure on how you execute the sales process, how you create an experience for that customer, how you give them information, and how you handle their entire sales process in a different way.” -Dustin“Now we are talking about relationships being, ‘we’re going to help you with coaching’ and it’s a little bit more sterile and definitely more focused on professional relationships not just real world, regular relationships.” -Ben “It requires a little bit more creativity from the sales staff in my opinion. You can’t take your client out to golf to have an excuse to spend three hours with them to understand their business and then personally, help provide value.” -Ben “The new Account Executive or the new salesperson should have the skills of creativity, business acumen, and grounded in this layer of grit that is necessary.” -Dustin“So much of business decisions today are driven by consensus across a broad group of people that it isn’t that one decision-maker that you are trying to build a relationship with.” -Dustin“The old capacity equals ACV/ER (annual contractual value/errors in recurring revenue) hasgone away because it’s not a land grab anymore. You have to be more diligent and tactical in how you are allocating your resources.” -Dustin“Not only are we seeing a shift in mindset and obviously the dramatic shift in awareness in the outbreak of coronavirus. Most businesses have clenched and held on to their budget and that was affecting B2B relationships. But now we’re starting to realize that the process of selling is really changing.” -Ben