The return to normality will be very gradual, with a very slow initial phase in which teleworking will continue to be very present in activities that allow it. After these weeks of social isolation, the return to work will not be the same. The changes that had already occurred will be accentuated. There will be many fewer business trips, fewer face-to-face meetings and less 'presentiality' in the offices .
For this reason, sales strategies based on commercial networks, going out to make visits and taking trips will not be valid for many months . Nor will marketing strategies based on trade fairs, meetings and sector events return in the short term. Mass events and crowds will take a long time to be seen again across the planet.
Companies that need this type of action to create demand will have to change quickly. It is time to think (seriously) about digital marketing and generating B2B leads online that were previously obtained in other ways.
With the global economy collapsing, companies must re-evaluate pre-crisis assumptions. Just-in-time supply chain models have been blown out of the water, creating value in the once-maligned stockpile. The reliance on Asian suppliers for almost everything, with price as the only distinguishing feature, must be rethought , as international logistics will take a while to become reliable again.
In the coming months, a model of local European industry must be further developed, with relationships of trust focused on “let's fight together” to generate shared value in close proximity.
Border closures and restrictions on the tokelau email list movement of people will affect international trade in goods and services. It is time to regain local suppliers and customers .
Adjusting prices after Covid-19
In times of economic hardship, cheap wins . All strategies will have to be shaped to compete on price in all business segments, without compromising quality . Fear makes buyers, and professionals too, try to find savings in personnel, space, equipment, consumption… Prices will be decisive for closing operations, but also the perception of austerity and efficiency .
Abuses of dominant positions will not be understood. It is time to ask for and carry out solidarity efforts; to support and feel supported.
Even longer B2B sales cycles
Just as is happening with sales to individuals, high-priced and non-essential purchases will be postponed during the post-pandemic period . This will lead to an even longer B2B sales cycle. Purchase decisions will be more carefully considered, companies' purchasing departments will be strengthened, and deal closings will require more information, more content, and more data. In short, more inbound .
