The New (Remote) Sales Cycle

At the beginning of quarantine, before we understood the true meaning of “stir-crazy,” everyone was thrilled to join weekly Zoom happy hours, attend virtual birthday parties, and find any other excuse to catch up on screen. Well, here we are 5 months later and it’s safe to say the “Zoom Fatigue” has set in…

For the majority of us, the pandemic has forced us to transition our lives and businesses almost entirely to virtual interactions, and the effects of spending more time on video meeting applications are very real. Video calls are uniquely exhausting for many reasons, but the reality is the work-from-home culture is here to stay. In fact, Gartner predicts that more than 70% of companies plan to permanently shift to more remote work post-pandemic.

So, what does this all mean for the way we engage prospects and customers? For starters,  feeding prospects quick, snackable content, that they can digest on their own time, probably while wearing pajamas, is more important than ever. It also means you need to rethink how you approach the traditional sales cycle. 

Here are some tips for enabling Channel Partners and salespeople to drive more demand with today’s remote, digitally-fatigued prospects and customers.

Reaching Remote Prospects

Your traditional sales cycle probably goes a little something like this… you start with prospecting and outreach which (hopefully) turns into a discovery or qualifying call, then a formal demo or presentation. In the new remote sales cycle, short, customizable multimedia content like videos, webinars, and podcasts start the first conversation. Yes, easier said than done, but In order to effectively reach your remote prospects, it’s really not an option. So, make sure your demand generation and sales content is:  

  • Convenient: Don’t make prospects get dressed! Partners and salespeople must be able to send short, personalized, informative videos that address specific pain points and business goals but can be watched whenever, wherever and without joining a Zoom call. 
  • Authentic: Now more than ever, Partners and salespeople need to be honest and transparent with their ask of prospects. That means your content needs to be more empathetic while still delivering a message that resonates with your joint prospects and customers.
  • Customizable: Partners and salespeople know the key to sales success comes from building relationships. By providing the ability to customize a piece of content, they get to put their own mark on it and will be more likely to share content that feels like it’s coming “from them.” 

Want to learn more about leveraging personalized content to engage remote, digitally-fatigued prospects and customers? Let’s talk!