In 2020, we would use any adjective to describe this situation except “normal”. Our lives have changed (at least in the short and medium term) and the same is happening with companies and their strategies to close B2B sales in this new post-Covid era.
Just as we will no longer see for a while those B2C salespeople who used to attack us on the street or enter a building to offer certain products or services door to door, the physical sales networks of B2B companies are also suffering from the coronavirus crisis . Business trips, visits to companies and presence at trade fairs and physical comoros email address events have been reduced to unprecedented levels. This situation will continue for months at best, if there are no new outbreaks and lockdowns. If that was your company's customer acquisition model, you need a new plan.
In industrial marketing and B2B sales, there are no magic solutions for all companies and all sectors, especially in an unprecedented and highly uncertain situation like the one we are experiencing. In any case, we can help you understand what the main trends are in this post-Covid era and what strategies can be best and worst adapted to this situation .
With this, we come to the question we were asking ourselves: what advice should you consider for closing B2B sales in this context? Let's begin.
We tend to think of sales in terms of new customers, but before focusing on those types of strategies, you should never forget about customer retention and cross -selling strategies. .
