Pascal Persyn, CEO of Perpetos, and Prof. Dr. Deva Rangarajan (Director of Professional Selling, Ball State University) discuss how traditional commercial employees should adapt to the new, digital approach to sales.

The CEO of Perpetos sees COVID-19 as an opportunity. Traditional salespeople are now confronted with a new reality, the perfect opportunity to step outside their comfort zone. This will eventually accelerate the general transition to a new approach to sales for many commercial teams. When the current situation ends, a number of people will obviously switch back to more traditional methods. However, the advantages will speak for themselves. Both customers and salespeople will realise that multichannel communication can generate added value.

Perpetos will in the near future present a five-step strategy to facilitate the transition to this digital era:  

  1. Select active customers and/or customers who see the current situation as an opportunity for extra leverage
  2. Divide customers into groups based on similar reasons to buy a product or service
  3. Set priorities based on their willingness to buy spread over time
  4. Develop short campaigns that include multiple touchpoints  
  5. Make sure you are very well prepared by practicing with colleagues 

How can you teach salespeople new skills during a lockdown period?

This is a question that many ask themselves! Perpetos has been offering virtual training, e-learning and micro-learning in collaboration with Qstream and Showpad for quite some time now. These teaching methods are often used by international companies that make use of small commercial teams spread across the globe. Perpetos supports you and your company in this transition and in the creation of momentum during the restart.

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About Pascal Persyn

Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don’t hesitate to contact Pascal for expert advice: pascal@perpetos.com