salesandmarketing.com

Time 2020-06-24 21:02:17

Web Name: salesandmarketing.com

WebSite: http://salesandmarketing.com

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Pricing In a PandemicCOVID-19 has upended B2B commerce. Customers are asking for price cuts, flexible payments and freebies. Those businesses facing a significant downturn are pressured to be as accommodating as possible.Is a price cut the right move? What is the long tail of this immediate challenge? Our special report (also available in PDF format) covers these important topics: Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? Our behaviors and decisions change regularly to a very large degree because of context. With the quarantine, and now the recovery, the context that the entire world is experiencing is different from what it used to be. We’re exempting monastic monks and those who live off the grid. But that’s not you, nor is it your customers. Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive. The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey Company created its B2B Decision Maker Pulse, a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert. Q: It’s been about three months since the start of the pandemic. How have you seen marketers shift messaging in that time? Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it.These are anything but normal circumstances. There are many factors that can break a customer relationship after the sale. With software as a service (SaaS), it's important to tackle these potential problems upfront rather than trying to do damage control months into the implementation when the customer is annoyed, disappointed and on the path to churn. Here’s what it takes to create a holistic sales and marketing organization — and why now is actually the perfect time to enact such a sweeping change. No one should be surprised if lonliness and strained morale arise from working remotely. Leaders can maintain morale by moving remote workers to a place of optimism. That won’t happen on its own. Productivity has remained strong for many companies during the work-from-home stretch forced by the COVID-19 lockdown, but some managers are beginning to worry about how to maintain the ever-important corporate culture. As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly. continue >> Judging a book by its cover You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The... continue >> 7 tips for asking questions that will engage prospects Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.Landing your industry's 'great whites' If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches. Read more.2017 State of B2B Digital Marketing Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue. Download here.

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