How Your Sales Process Has Changed For Good

The clock ticked 12:01 a.m. on January 1, 2021 and yet the pandemic is still here. For the most part, we’re still working remotely, and the sales processes you put in place as a stopgap last year are starting to feel more permanent. 

Hate to break it to you, but things will never fully return to the way they used to be. The COVID-19 crisis has accelerated digital transformation in unimaginable ways, and most of us have implemented new processes to keep up with the changing times and future-proof success. We’ve adopted new ways to keep our lives and business moving along without in-person interaction. And for many of us, our quarantine infrastructure is here to stay. 

To that end, we’re sharing tried and true best practices to help your business flourish, that you can do (and ask your Vendors to help you do) as you continue to pivot this year.

Jump On The Video Bandwagon (Seriously, what are you waiting for?)

If you feel reluctant to create video content unless it’s professionally produced, you’re not alone. But the fact is, with a whopping 91% of marketers reporting that the pandemic has made video more important for brands, you can’t afford to ignore it. And despite popular belief, videos don’t have to break the bank or be time-consuming to create. Simply recording a short video on your smartphone that highlights how your solution delivers business outcomes that alleviate your customers’ pain points will do the trick. 

Things to consider when creating sales and marketing videos YOURSELF: 

Engage Prospects On Social 

Social selling is the practice of leveraging social networks like LinkedIn, to identify, attract, engage, and nurture sales prospects online. Much like in-person sales interactions, the goal of social selling is to educate prospective customers and position yourself so that you’re top of mind when they’re making buying decisions. Can you believe 2 out of 3 people get their news from social, or that every TWO seconds 2 people join LinkedIn? When you leverage social you can effectively address your buyers’ pain points, without coming across salesy. Instead, you can offer relevant, valuable and timely support, when they need it and where they’re looking for it. 

With many in-person events still canceled or postponed this year and event budgets being reallocated, NOW is the ideal time to harness the power of social selling. 

Quick tips for getting started with social selling on LinkedIn:

Focus On Forward-Thinking

Yes, the last 10 months have been incredibly challenging, but at the same time, the pandemic has forced us to rethink how our businesses operate and has created unique opportunities for growth in the channel. This year, Vendors will prioritize stronger relationships with their indirect sales channel. And in turn, Partners like you will have a greater opportunity to reinvent and reposition your business for success. 

What exactly does this mean? Well for starters, let’s stop using negative phrases like “Hope you’re well in this trying time.” Instead, communication should focus on the future and how you can make customers’ lives easier. 

It’s also a great time to turn the heat up on what you request from your Vendors. In order to be successful, you need to be able to drive demand in the ways that make the most sense for YOU. For example, ask for Vendor support around automating manual sales and marketing operations like personalized video creation and promotion. 

Interested in learning more about driving demand in creative new ways this year? That’s what we’re here for!