The shock of COVID-19 crisis is over. Most organisations have seamlessly moved into a new normal, at least for the time being. There is an acceptance that market dynamics and customer buying patterns are highly volatile. Economic instability and recessionary forces are impacting all. Cutting costs, while essential, is a short-term survival initiative and revenue generation has to move to the forefront of change.
Read MoreSelling under regulatory lockdowns and physical distancing due to COVID-19 will certainly require changes to sales structures and ‘go-to-market’ strategies in the short to medium term.
Customers, confronted with their own survival, are limiting CAPEX and OPEX spending to only those items that are a burning platform and require immediate action. The result is that your revenue streams will be impacted.
What does this mean to Sales Teams and traditional structures?
Read MoreFace to face selling in a B2B world has been the cornerstone of opportunity development for revenue retention and growth. Sure, online and telesales have steadily increased as a sales channel but COVID 19 has accelerated a paradigm shift to the point where the new normal will bring – the collapse of face to face selling and the advent of virtual selling.
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