Covid-19 has forced us to make major changes to our approach and way of selling. Some changes are temporary, but still, a number of things have changed permanently.
In this article we will focus on commercial forecasting, i.e. we will look at unsigned orders and contracts. Sales forecasts are never easy. However, in uncertain times it’s no exaggeration to speak about “unpredictability”.
In times of uncertainty or economic recession, winning new customers is even more important than usual. As existing customers reduce or cancel their orders, there is a sudden need for new orders.
During periods characterised by insecurity the general attitude towards salespeople changes. In addition, customers' focus shifts to short-term solutions and the reduction of risk. Both constitute an opportunity for enterprises and salespeople who manage to adapt to this situation quickly.
Customers are currently concerned with the uncertain situation and short-term results. In order to be able to act as leaders in current times, we will discuss a few questions in detail:
Hello, my name is Eliseo Manfron, I'm a business coach at Perpetos and I'm going to share with you today 5 pitfalls to avoid in videoconferencing.
Optimise your sales productivity and improve your commercial fitness with one short action per day.
Pascal Persyn (CEO at Perpetos) discusses with Prof. dr. Deva Rangarajan how traditional field sales executives need to adapt to the new digital way of selling.
Turning your company and employees in a full remote workforce is not easy. Are you capable of delivering critical information at scale? How do you connect with your colleagues to ensure they stay engaged, productive and retain knowledge?
In-person meetings are important, and this is what sales like, what gives energy. But now, none of it is possible. We may need to resist the temptation to binge watch Netflix. But what for? How can we be productive in these times? How can we optimize our time and continue selling during social distancing?