Navigating B2B Sales During COVID-19 - Winmo
Winmo CEO Dave Currie highlights that amid COVID-19's economic upheaval and a significant drop in advertising spend, B2B sales teams should recalibrate prospecting to focus on responsive prospects, demonstrate empathy, and use this downtime to address neglected strategic priorities to successfully navigate and emerge stronger from the crisis.
Our world has been turned upside down navigating B2B sales during COVID-19. Today, for many sales professionals, the question is, how do I proceed in an unprecedented economic environment? Winmo CEO, Dave Currie, spoke with revenue teams across the advertising landscape, from adtech and media sales to agency and sponsorship, to learn how they’ve pivoted.
While we’re all facing significant challenges, the current crisis provides an opportunity to work on the issues and opportunities that sit on the back burner of most sales teams. Now’s the time to marshal the brainpower of your key people to address game-changing priorities on navigating B2B sales.
Since quarantine began, there has been a considerable drop in worldwide advertising spending because wherever consumer behavior shifts, advertising spend shifts in response. According to the Interactive Advertising Bureau, almost a quarter (24%) of media buyers, planners, and brands paused spending through Q2, while 46% indicated they would adjust their ad spend for the same time period. Successful organizations are recalibrating. They’re prioritizing the right prospect sets and executing an approach that shows empathy and compassion.
Practical Tips for Navigating B2B Sales During COVID-19
- Recalibrate your prospecting: Focus on the right prospect sets that are most likely to respond positively in the current environment.
- Show empathy and compassion: Tailor your approach to acknowledge the challenges your prospects are facing.
- Use this time to address back-burner priorities: Leverage the collective brainpower of your team to tackle important projects that are often deprioritized during busier times.
Organizations that adapt quickly and thoughtfully to the changing landscape are more likely to weather the storm and emerge stronger.
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