We are all going through tough times right now, we are self-isolating. I have two elderly parents and they are both self-isolating too. We have taught my mother how to use FaceTime and Zoom as we will need them to “visit” my father who is in a home.
We’ve had a really interesting response to the Covid19 outbreak, as a business we have put on hold prospecting to allow people to sort out their own business. We feel it all feels like “ambulance chasing”. We are offering to business and people a free one hour Linkedin profile update. So whether you work for a company or work for yourself. One of our DLA Ignite team will be happy to give you an hour to sort your Linkedin profile. To take it from a CV to something to meet the modern world of selling. We will also help you if you have been laid off. Contact me if you are interested https://www.linkedin.com/in/timothyhughessocialselling/
Just off the phone from a Senior VP and he shared some really interesting insight. Research shows that 70 - 95% of people are now working from home and his view was that with Covid19 we will have to “re-imagine work”.
He joked that maybe we need to split our people into two teams, one to dig holes and the other team to fill holes in. This being a metaphor that with people at home we need to give them a purpose.
We talked about the digital customer, something that has been accelerated by the face that you cannot found people as they are not at their desks and really how often can you email people with you special offers before they unsubscribe. Under Covid-19 it looks like all of the old maxims are dead and the only way you can connect with people is through social.
But before we all pile into social, all of the reasons you didn’t go full in on social are there. What happens if somebody does something wrong?
That’s why you need a methodology and work with a company that does this every day and understand the “rules of the jungle”. For example did you know that emojis in your summary title mean you are less likely to turn up in a Linkedin search under taken by prospect that might be searching for your product and service, is an example.
It was interesting that this Senior VP said about Modern Selling “what we need to do in these times is to show our people we are investing in them and giving them a life skill.” I’m biased, but agree.
Digital selling will allow your sales people, marketing people, pre-sales people and technical people to engage with and have conversations with your prospects and buyers. It will enable you to “sure-up” your deals that you are closing, your last mile of deals. It will also enable you to kick off conversations and build relationships as part of the desire building the top-of-the-funnel (ToFu) conversations.
Key thing is not to panic, but invest in your teams and lead with empathy.
If you want help or want an hour with one of our Linkedin / Social Selling / Modern selling experts then contact me https://www.linkedin.com/in/timothyhughessocialselling/
As the world faces the global coronavirus pandemic, B2B CMOs face a critical problem. Not long ago, major conferences were still on the schedule. Your marketing collateral was ready. Your firm's most persuasive executives were slated to deliver keynotes or speak on panels. Now, nearly everything that made it easy to get in front of buyers has changed. Conferences are canceled, and face-to-face meetings are daily less and less possible. The entire "supply chain of sales" has been disrupted like never before. But, more than that, buyers have entirely new buying criteria to consider. For example, if your enterprise software requires sending engineers to work on-site with IT staff at the customer's facility, how can that work if most of that staff now works from home? Shifting to emails, tweets, social media posts, webinars, etc. is an obvious solution. However, buyers—who are struggling with how to do business themselves in this situation—aren't likely to welcome a torrent of mostly irrelevant virtual sales calls. Yet, as buyers hunker down, sales teams under pressure to deliver revenue at all costs will feel they have little choice but to bang on the door harder.
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