4 Impulses that create opportunities for b2b sales during the increasing corona loosening

The Corona-related restrictions of recent months have caused considerable economic upheaval. And even if it is now slowly being restarted step by step, there is still a long way to go before we can speak of normality again. Of course, this also has serious consequences for work in B2B sales, which you probably feel every day. Despite all the challenges, the current reorganization that is taking place in many markets is also a great opportunity. Companies that know how to deal well with the current peculiarities and cleverly support their customers can strengthen their market position in the long term. Sales and distribution play a key role in this. But to be able to perceive this in the best sense, you have to overcome your own obstacles. The following 4 impulses for sales work that open up opportunities during the increasing corona relaxations will help you achieve this.

Sales work during corona loosening

Impulse 1: Empathy yes, false restraint no

It is true that many companies are currently struggling to make investments and make longer-term financial commitments. It is also true, however, that most of them are actively seeking solutions to emerge from the crisis stronger than before, to minimise negative effects and to be able to take advantage of the opportunities arising from the increasing loosening. The fact that in many places money is just not as easy to spend as it was a few months ago is leading many sales teams to a worried reluctance – but too often this is a false sense of reserve. The crucial point is that if you don’t act as a supplicant or salesman who wants to make money, but instead offer your customers or prospects a real solution to the challenges that are currently overwhelming them, you will meet sympathetic listeners in many places, not only despite the current situation, but especially in view of it.

Impulse 2: Internalising new rules

You will convince customers even more than before with genuine empathy and understanding for their current challenges and with practical ideas for solutions to these challenges. However, this requires a deep knowledge of the current framework conditions and rules of the game in the respective industry as well as the concrete way in which the respective company deals with the situation. A profound and very individual research is therefore indispensable. Which departments are currently open, closed or only partially operational? How does the company itself currently address its customers? How has the range of services changed in the meantime? How is your prospective customer involved in certain economic cycles and possibly indirectly affected? And how does the daily work routine of your contact currently look like? Ensure that honest understanding is a basic prerequisite and prepare practical solution ideas. Even if this is more time-consuming than usual.

Impulse 3: Clever use of time windows 

For quite a few sales employees, remote work means more time capacity. Instead of long travel times to the customer, calls and video conferences are often held. These in turn, as many report, are often shorter and more efficient if individual participants work from home. Use these released capacities and invest them fully in customer research. Instead of having to accommodate more calls and contacts in the same time, increase the quality of your calls and thus increase the probability of closing a deal.

Impulse 4: Focus on fundamental knowledge

Indeed, many sales processes are tougher, more challenging and sometimes certainly more frustrating during the slow opening of the economy than they were before the global Covid 19 pandemic. All the more reason for you to become aware again of your actual tools as a sales professional. Because the tools that lead to success have not changed – only the content with which you have to fill them. Refresh your sales know-how once again consciously and go into the reorganisation phase well prepared and self-confident. Your chances outweigh the problems.

Rarely have there been so many major changes in the business model of numerous companies as during the Corona period and the loosening that is now underway. Implisense provides you with daily notifications of relevant trigger events free of charge. This makes it much easier for you to find out how your customers and prospects are dealing with the crisis and the new start.

B2B sales in home office

Stay at home nowadays is true for many people. For business, this means home office or remote work. But how can customer acquisition and customer care tasks in particular be organized from home? We would like to introduce you to some possibilities and aids to enable you to carry out your sales tasks in a purely digital way. This list of relevant blog posts provides a first overview of sales in the home office. Feel free to contact us if you need technical support in the areas of lead generation, effective customer approach or sales analytics due to the conversion to home office.

b2b sales in home office

Sales infrastructure in the home office

Lead generation

Increase conversions

B2b sales concepts

Please keep in mind when reading past blog posts: The search plattorm Companies and Markets is now called Implisense.com!

Identify sales personalities – employ hunters and farmers properly

Always on the hunt for a new deal, not to be stopped by a simple “no” – or with the attention always very close to the needs of the customer, intent on building relationships that pay off in the long run: There are very different types of sales people. A not uncommon classification distinguishes the hunters who are oriented towards winning new customers and the farmers who are more interested in cultivating existing customers. Both types of salesperson come with advantages and disadvantages. And both are important for long-term successful sales. In order for them to make the most of their strengths without their weaknesses getting in the way, it is important that you recognise which type of salesperson you have in front of you – and to employ them correctly.

Sales personalities: Huntersand farmer

The Hunter: Stubborn but impatient

Hunters are best off at the front line of new customer acquisition. Because that’s where they really feel at home. Even when faced with the challenge of unloved telephone acquisition, these thoroughbred salespeople do not shy away. Their high tolerance for frustration is of great benefit to them: even the tenth consecutive “no” does not demotivate these passionate salespeople. On the contrary, they see the challenge as an incentive to conquer the market all the more persistently. Their motivation is the sense of achievement. Having won a new customer for the company is the feeling that Hunter is looking for. But in return they want to earn the necessary laurels and tangible recognition. And then, spurred on by this positive reinforcement, they immediately set their sights on the next big fish.

These striking successes are rarely achieved in existing customer care. Therefore, Hunters are not particularly interested in looking after an existing customer base for years. And working in a team is often not their strong point either. They prefer to go out on their own in the hunt for attractive new business. Their quest for success and recognition can make Hunter’s management quite demanding. It is important to find the right measure of encouraging recognition that serves as an incentive for the acquisition ace, but also does not allow them to lose their ground. A balancing act – which is worth it. Because a good hunter ensures a steady influx of new customers and orders.

The farmer: Consulting-oriented, but reserved

The idea of picking up one No after the other during the strenuous telephone acquisition process puts beads of sweat on the farmer’s forehead. The aggressive belabouring of all too often uninterested potential customers is much less appealing to him – but he cannot take the regular cancellations without leaving a trace.

Instead, he would prefer to become all the more familiar with his existing customers and understand their specific processes, challenges and needs in detail. In order to then offer them individually tailored solutions as a loyal advisor. Rather than constantly having to dedicate himself to new customers, the farmer would therefore prefer to maximize up- and cross-selling opportunities and develop the customer in the long term. To achieve this, he focuses on building sustainable relationships.

Correct employment decides on success

For a long-term successful distribution, both types are needed in the company. Hunters, who acquire new customers, and farmers, who cultivate and maintain these customer relationships over the long term and exploit their potential. But this can only be achieved if you also have the right people in the right positions in your sales team. Before hiring a new salesperson, check whether you’re dealing with a hunter or a farmer, and think carefully about the type of salesperson you need for the vacant position.

But even in your existing team, an analysis of current employees against this background can lead to significant performance improvements. Do you have an agent who falls short of expectations? Or an account manager who finds it difficult to build genuinely interested customer relationships? Get in touch with such employees and consider a redistribution of tasks within your team. Maybe it’s a hunter who’s not allowed to hunt or a farmer who’s uncomfortable in the wild. By correctly matching the different sales personalities and the different tasks in your sales team, you will get the most out of your people.

The requirements for the type and processing of relevant customer data also differ between hunters and farmers. Implisense provides you with compact company profiles for the efficient preparation of a meeting with a potential new customer and with an impressive depth of data and daily updates on your existing customers.

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