Put sales at the center of your strategy. What changes has your business experienced throughout the pandemic? Have you adapted the way your sales organization goes to market to meet different priorities? Most organizational strategy models either ignore the sales function entirely or only address it peripherally, focusing instead on markets, products and capabilities, initiatives, and so forth. This may have worked well enough in a good economy, but in a tight market, look to your sales function to win business. Sales connects all of your offerings to the market and the sales function is how strategy gets executed.
Give sales the tools it needs to succeed by clearly identifying your ideal client profile, detailing the specific reasons clients will choose you over the competition, and getting clear about issues that will likely drive customer decisions. The pandemic has meant for most that there is less business to be won. Yet, this presents an opportunity to rethink not only what you are selling, but how you are selling it as a means to increased revenue, margin, or market share.
Leverage Sales to discover and meet new customer needs. Even though the economy has tightened during the pandemic, it doesn’t mean there aren’t new opportunities. Covid-19 has caused lifestyle shifts that have created new markets and sales prospects. For example, across the United States, RV sales have skyrocketed during the pandemic, with sources showing increases of over 600% from previous years. And for most of these customers, buying an RV isn’t a one-off purchase — it represents a new lifestyle which brings even more product lines to the market. RV companies have leveraged these new customer needs by extending their product lines into areas such as camping gear and trendy RV and “van life” interior design options.
Now is the time to rethink how your sales experience can deliver value for potential customers as a key element of your strategy in the Covid-19 world. Design a sales experience that helps customers gain insight about challenges and opportunities created by the virus. For instance, a consumer packaged-goods client of mine created an interactive customer forum aimed at revealing opportunities and trends their clients may be able to capitalize on. Other companies have produced videos for clients to help them think through the implications of the new problems they’re facing. I’ve also attended live Q&A webinars that give potential and existing customers the chance to interact with your company and learn from each other.
The switch to remote work and virtual interactions may result in unexpected efficiencies — both in time and resources — that help you improve proactive customer outreach and create a whole new sales and customer experience. A fun example of this happened when my family ordered take-out for dinner from a local Italian restaurant during the height of the pandemic lockdown. Along with our dinner, we received a roll of toilet paper branded with the restaurant’s logo, which was an incredibly valuable and unexpected add-on at that time. When everyone was struggling to find toilet paper in the stores, this restaurant that had an excess of toilet paper because they could not serve dine-in guests, seized on an opportunity to create an exceptional customer service experience. Needless to say, we ordered several more meals from the restaurant in the following weeks!
Don’t forget to leverage the physical environment while social distancing. Your sales organization will undoubtedly become more digitally savvy as an outcome of Covid-19, and we’ll continue to discover more tools that can help us connect virtually. But with some thought and a little advance planning, you can leverage the physical world to great effect during your virtual meetings.
Any business that deals with tangible products can ship physical samples, models or prototypes to a client, and then follow up with a phone conversation. Even small gestures, such as sending a client a printed copy a document to save them from having to use their home printer, can be a way to connect in the physical world. Additionally, while you may not be able to meet up with clients in person, you can still recreate some of the physical environment you’re missing out on. Send a bag of gourmet coffee to a prospect and schedule a conversation over a cup of coffee (and they’ll have gourmet coffee for a week!).
Answers & Comments
Answer:
Put sales at the center of your strategy. What changes has your business experienced throughout the pandemic? Have you adapted the way your sales organization goes to market to meet different priorities? Most organizational strategy models either ignore the sales function entirely or only address it peripherally, focusing instead on markets, products and capabilities, initiatives, and so forth. This may have worked well enough in a good economy, but in a tight market, look to your sales function to win business. Sales connects all of your offerings to the market and the sales function is how strategy gets executed.
Give sales the tools it needs to succeed by clearly identifying your ideal client profile, detailing the specific reasons clients will choose you over the competition, and getting clear about issues that will likely drive customer decisions. The pandemic has meant for most that there is less business to be won. Yet, this presents an opportunity to rethink not only what you are selling, but how you are selling it as a means to increased revenue, margin, or market share.
Leverage Sales to discover and meet new customer needs. Even though the economy has tightened during the pandemic, it doesn’t mean there aren’t new opportunities. Covid-19 has caused lifestyle shifts that have created new markets and sales prospects. For example, across the United States, RV sales have skyrocketed during the pandemic, with sources showing increases of over 600% from previous years. And for most of these customers, buying an RV isn’t a one-off purchase — it represents a new lifestyle which brings even more product lines to the market. RV companies have leveraged these new customer needs by extending their product lines into areas such as camping gear and trendy RV and “van life” interior design options.
Now is the time to rethink how your sales experience can deliver value for potential customers as a key element of your strategy in the Covid-19 world. Design a sales experience that helps customers gain insight about challenges and opportunities created by the virus. For instance, a consumer packaged-goods client of mine created an interactive customer forum aimed at revealing opportunities and trends their clients may be able to capitalize on. Other companies have produced videos for clients to help them think through the implications of the new problems they’re facing. I’ve also attended live Q&A webinars that give potential and existing customers the chance to interact with your company and learn from each other.
The switch to remote work and virtual interactions may result in unexpected efficiencies — both in time and resources — that help you improve proactive customer outreach and create a whole new sales and customer experience. A fun example of this happened when my family ordered take-out for dinner from a local Italian restaurant during the height of the pandemic lockdown. Along with our dinner, we received a roll of toilet paper branded with the restaurant’s logo, which was an incredibly valuable and unexpected add-on at that time. When everyone was struggling to find toilet paper in the stores, this restaurant that had an excess of toilet paper because they could not serve dine-in guests, seized on an opportunity to create an exceptional customer service experience. Needless to say, we ordered several more meals from the restaurant in the following weeks!
Don’t forget to leverage the physical environment while social distancing. Your sales organization will undoubtedly become more digitally savvy as an outcome of Covid-19, and we’ll continue to discover more tools that can help us connect virtually. But with some thought and a little advance planning, you can leverage the physical world to great effect during your virtual meetings.
Any business that deals with tangible products can ship physical samples, models or prototypes to a client, and then follow up with a phone conversation. Even small gestures, such as sending a client a printed copy a document to save them from having to use their home printer, can be a way to connect in the physical world. Additionally, while you may not be able to meet up with clients in person, you can still recreate some of the physical environment you’re missing out on. Send a bag of gourmet coffee to a prospect and schedule a conversation over a cup of coffee (and they’ll have gourmet coffee for a week!).
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Explanation:
Brainliest pls.
Answer:
through ano socmed, tutal halos lahat naman tayo babad sa social media deba? <3