How to fill the sales pipeline in a virtual world

Prospecting has always been a challenge even for the best sellers.

For organisations worldwide, the COVID-19 lockdown has opened a window to accelerated digital transformation. For some, it’s a wake-up call and a huge opportunity, whilst for others, it’s an uncomfortable ride.

As McKinsey’s data reveals, “…we have vaulted five years forward in consumer and business digital adoption in a matter of weeks. Banks have transitioned to remote sales and service teams and launched digital outreach to customers to make flexible payment arrangements for loans and mortgages. Grocery stores and restaurants have shifted to online ordering and delivery as their primary business…The list goes on.”

Across numerous industry sectors, many traditional salespeople were, until very recently, still reliant on travelling to visit prospects.  Now there are no conferences to attend, no networking events, no live speaking opportunities, and no chances to invite prospects out for a cup of coffee or a ball game. At the same time, buyers are dealing with frozen budgets and project delays. Prospecting has become much more difficult. Many business development directors are struggling to generate meetings and fill their pipeline in the new sales landscape.

Now they are having to learn new social selling techniques which are vital to success in a virtual world. These include Boolean searches on LinkedIn; Zoom calls with a smart virtual background; virtual networking events with breakouts, and tailored closing techniques for online meetings.

Our select consultancy and training services cover:

• How to develop a compelling value proposition to get decision makers to meet with you
• Keys to implementing a proven, multi-touch prospecting sequence that breaks through to even the busiest buyers
• The methods buyers prefer and are most likely to respond to
• The core email framework that works time and again
• How to adjust your messaging for the COVID-19 climate

Contact us to enquire here alternatively contact me personally or at Rialto on 07768 713 293 or [email protected].