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.

Technologies for more quality and quantity in sales

Some people claim that technology solves the problems you wouldn’t have without it. Without technology, it is almost impossible to make efficient sales today, say the others. However, digitization and automation can accelerate and improve the quality of many sales processes.

Quantitative sales optimization: Process more leads more efficiently

A constant issue in most sales departments is the question of how existing resources can be used even more efficiently and how as many leads as possible can be processed with as little time as possible. With the right technology, you can semi-automate many sales processes and save a considerable amount of time.

  1. More calls with sales dialers

    The sales dialer is an automatic dialling computer that shortens the idle time between multiple calls and thus ensures optimal time utilization in outbound marketing. Not only does it automatically start the next dialing process, but it also immediately provides the sales representative with the necessary customer record. Many power dialers dial more than one number at a time to further reduce waiting times. More advanced predictive dialers even learn from the customer’s telephony behavior – i.e. reachability times, time to answer the call, call duration – and optimize outgoing dialing attempts accordingly.

  2. Authenticity through sales videos

    The potential customer’s trust in the sales employee is in any case a decisive factor in whether a successful conclusion is reached or not. This can be achieved much better with the help of a face than with just a voice on the phone or even just a text mail. Emails that include a sales video are not only better clicked, they also have a higher conversion rate. Because being able to face your virtual counterpart creates commitment – especially if you personalize the videos.

  3. Reach customers with text messages

    Which of your sales e-mails recently had an opening rate of more than 90 percent? Text messages via SMS or common messaging services are almost always opened, usually within a few minutes. And they are positively perceived by customers – as long as they are concise and meaningful. A fast and effective communication channel with your leads, especially as reminders. However, you should make sure that you actually send them to the potential customer’s service phone. Many decision makers consider business text messages annoying on private devices.

Qualitative sales optimization: Win the customer’s loyalty

For many reasons, when a customer is on board, it is worth investing in the customer’s loyalty. On the one hand, you want him to stay with you for a long time and be open to cross-selling and up-selling options. On the other hand, he can also become interesting for you as a multiplier who opens the way into his network. Technology-supported processes can also help here.

  1. CRM as a lexicon about your customers

    A strong CRM system as the collective brain of your sales team is almost essential if you want to build sustainable relationships with your customers. This is where all the information about your contacts comes together to form a clear overview – immediately accessible when the customer calls. This tool is particularly powerful if you have it filled with comprehensive data without having to collect it yourself. Has your customer just opened a new location? Is he looking for personnel in a specific area? With the Implisense API, your CRM system is constantly updated with the latest customer data. A valuable information advantage for the development of a loyal customer service provider relationship.

  2. Knowing what customers really want

    Now, more than ever, technology gives you the ability to gain insight into the behavior of your customers before and after talking to your sales representative – and draw valuable conclusions. Evaluate, for example, how long visitors to your website deal with which content. Track the opening rates of your e-mails and find out how many people in the company have viewed a document. This will give you insight into what your customers are really interested in, their level of interest and on which leads you should use how many resources.

  3. Algorithms are the best investigators

    At first glance, when we talk about increasing sales efficiency, it seems to run counter to the desire to be a well-informed salesperson who knows his customers’ needs well. Because intensive research costs a lot of time. But technology can also help here. Because practical text mining algorithms can research many times faster, more specifically and more effectively than your sales team. And prepare the data into easily usable appetizers. On the Companies and Markets platform, for example, you can display clearly arranged background information on around two million companies with just one click. In which countries has the company recently become more active? Which technologies does it rely on? And which target groups does it address? In less than five minutes you have gained in-depth information – thanks to the preliminary work of algorithms. And you can do it for free.

Not every technology is like the holy grail that makes your sales team a high flyer. But if you cleverly integrate the new opportunities into your sales processes, you can achieve both: more quantity in exploiting your leads and more quality in building sustainable customer relationships.

Digitalization is and is not digitization – SMEs in transition

Does bigger always mean better? Of course not – this is something the managers of successful start-ups and SMEs know. Because in a fast-moving world, they often have some agility, flexibility and adaptability ahead of the big players in their markets, all of which are becoming increasingly important for the future viability of companies. It is no coincidence that a number of large corporations now tend to split their internal structure into smaller units, which are intended to come closer to the agility of small and medium-sized companies.

But in order to actually be able to exploit these flexibility advantages in practice, SMEs must also find holistic approaches to digitize their processes, their business models and their entire DNA. This is still misunderstood by many owners and managing directors. After all, digitalization is not the same as digitization. There are several stages in this process – and all too many German SMEs consider this process to be completed far too early. Studies show that those who rely on a holistic approach to digitalization have the better cards in the long term. If we look at the problem in English, which has several terms for what we usually call digitalization in Germany, we can clearly see that.

Digitalization: SMEs in transition


The first step of any digitalization is the transfer from analog to digital. In very simple terms, replacing paper with computers, folders with servers and clouds. Documents, forms and processes that used to have to be processed manually are now being “digitized”. The underlying processes, however, do not change fundamentally. Most SMEs have already taken this step.


The next step then also concerns the processes and tasks. These are further developed – especially through automation technologies – or even completely rethought. The aim is to optimize the existing business model and make the processes in the company more efficient. For many SMEs, this is the epitome of digitalization. But this approach is still very short-sighted.

Digital Transformation

The term “digital transformation” is also increasingly used in German, but in Germany it is too often referred to the first two steps. A true digital transformation is much more about using digital technologies to open up new business areas and potentials that would not have been possible without them. The transformation thus goes beyond the mere optimization of the existing and aims to generate real added value and new business opportunities through the holistic rethinking of the entire corporate DNA.

This must be the goal of every company if serious and long-term benefits from digitalization are to be achieved. Act instead of react. And it is precisely in this process that SMEs can show off their strengths surprisingly clearly vis-à-vis larger organisations. Because they can implement it much faster and more consistently – but only if they are serious about it.

Incidentally, there is still a fourth level of the concept of digitalization:

Digital Business

Of course, using digitalization can also mean turning one’s own digital competence into a business. These, too, are business models that would not have been conceivable in the past. This option, however, is by no means a viable option for all companies and is therefore positioned somewhat alongside the three previously mentioned.

Digitalization is therefore not equal to digitalization. Too often, SMEs only look at one part of this process – and thus lose a significant part of their competitive edge to big players. With a holistic digitalization approach, on the other hand, you can turn your smaller size and the resulting agility into a decisive competitive advantage.

Enrich your digitalization approach to data management with the Implisense Data API.