When the pandemic hit people were faced with a slew of uncertainties and questions, how will this affect us, will our customers weather this storm, when will this end? Luckily, many have been able to adapt to the new normal that we now live in. Companies have been able to conduct business in the best way they could while remaining safe. But with vaccines being administered daily, it seems that the pandemic’s end may be near. Will things really go back to how they were, or will this new normal become permanent?
Business to business sales is typically a very hands-on role with face-to-face interactions and meetings being a key aspect in many sales techniques. But when the pandemic hit, many people were placed under a shelter-in-place order and then told to social distance, making these type of business interactions not possible. This has forced sales agents and managers to consider different approaches, many of which have been positively received.
Since COVID-19, about 66% of respondents rated digital sales interactions as more important than traditional sales interactions. In fact, decision makers globally are saying that online and remote selling is as effective as in person engagement. This not only includes warm leads but also digital prospecting, and many do not think that this will change. More than three quarters of buyers and sellers say they now prefer digital and remote human engagement over face-to-face interactions, and only 20% hope to return to normal. More so, businesses have begun to see that a digital sales team is much more cost effective than that of the traditional traveling sales agent. So, what can you do to ensure that your sales team is ready for a more permanent change?
Trial and error seem to be the answer. No tried-and-true sales tactics exist for selling during a global pandemic, and they will not for selling after one either. It does not seem that things will every completely go back to “normal”, meaning that trial and error will be essential during these unique times. Some things that companies have been trying are virtual lunches. This is where the seller will send a gift card for lunch to their prospective buyer and have a video call with them over lunch. Another tactic is enhancing websites or posting more videos demonstrating the use of products and services. This means that customers would have more access to information without needing the assistance of a salesperson. Many salespeople have begun calling on customers more frequently because of the uncertainty of everything going on, and marketing departments have been critical in their roles by providing more support to the sales team.
ChemCeed is as committed as ever to their customers during these trying times and will continue to offer their support throughout them as well. Reach out to your ChemCeed sales agent today to learn more about the new techniques they have been trying and find out how they can best help you!