- Log in
Managing a remote sales team in this current time takes a lot of quick thinking to adapt to the new environment. Specifically, sales teams will need to forge new messaging when going outbound to land new business. Here are three areas you can focus on when formulating your own strategy as we transition into remote work.
In conclusion, It’s important to note that the pains your prospect is experiencing now are likely to be completely different from what they were experiencing before. Speak to new pains, not the old ones. This might take extra work than anticipated and prolong your outbound process but it will turn into more engagement and you will have a better chance getting through to your prospect.
For example, if you are selling to an IT services company and have previously had success with a generic message saying something like, “would you like to use a different IT service in this tough time?” You likely won’t get any responses in this different environment for remote work. But if you can change the way you ask and channel the current situation, this message can be transformed into, “I know you’re facing challenges with people working remotely, with their own unique computers, in their own unique locations, and when there are technical issues they have no one to turn to versus in the office they could walk up and tap someone on the back. What if we could help”. This more tactical approach is going to resonate a lot more and yield stronger results.