New Business in a Changed World
"Doing what you've always done won't work anymore. Discover how to adapt your sales process to remain successful in a digital-first reality."
The famous sales coach saying If you do what you did is more present than ever in these times. Many studies show that, under normal circumstances, more than 40% of all salespeople do not reach their targets.
Doing more of what does not work equals accepting that you fail. The other option is to adapt and improve.
The world is changing but the way of working stays the same
There is nothing wrong with calling more or emailing more, only that is not the solution at the moment.
Two things that have helped us enormously
1. Digitize the new business process
You can no longer meet physically so adapting is necessary. Think carefully about how you want to do that. Yes, a Teams meeting is an option, but anyone can think of that and it is not very distinctive.
2. Personalize the new business process
This is about the content of your message. The Social Exchange Theory indicates that potential customers only want to talk to you if it is PERSONALLY clear to them WHY they should talk to you.
Match-day tip: The question should never be: Are you doing your best? The question should be: What are you doing to get better?
Conclusion
Adopting development as one of the critical success factors will pay off richly. Do not try harder, get better at what you do!
Lead Score Quick Check
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Question 1 of 2
What is the primary goal of outbound sales development?
Valuable?
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Calls
Data from tens of thousands of sales calls.
Growth
Average increase in meetings.