While remote working can be a substitute for desk jobs, things are quite different in a (B2B) sales environment, which usually relies on face-to-face interactions. This situation requires a shift in way-of-working, as well as an unexpected surge in digital commerce and customer engagement. In this article, we share our thinking on how to keep the engine running in (B2B) sales, while being unable to physically visit customers.
Staying at home forms a dramatic shift in the daily routines of salespeople. Today’s challenge is to stimulate openness for change to enable virtualization of their way-of-working. Several of our clients did so successfully by piloting online “sales visits” or broadcasting their product launch instead of showcasing it live on a trade show. One of our clients in Consumer Packaged Goods (CPG) even reported improved conversion compared to offline visits.
To put in place a fast and foolproof virtual sales engine, we recognize five process steps:
To put these principles into practice, we would like to share with you some case examples from our own work:
For a decade, SparkOptimus has supported her clients to achieve concrete results in areas that are now more relevant than ever. This has resulted in our fourth #1 position in digital consultancy in the Netherlands. Especially in these days of turmoil, we are determined to help you navigate current and post-Corona times, setting up your (online) business for success. Feel free to reach out – we are here to help.
Over the past few weeks, our main focus has been with the health and wellbeing of our families, friends, and employees. All of us had to think of pragmatic solutions to make this new life work. B2B business leaders asked themselves: “How do I keep my factory operational with public transport being shut down?”. These unusual questions required a solution within a matter of days. With the initial chaos settling down, we have been in close contact with business leaders who are carefully creating a vision on life and business post-crisis.
Over the past decade, SparkOptimus supported several of these business leaders in building the foundation of their digital (B2B) platforms. For some, we even transformed their platforms into fully data-driven digital commerce & engagement solutions. Others recognized the need for digital, but decided to pursue other plans first. Whatever “group” or “stage” you are in, we understand that making bold decisions on this topic feels uncomfortable right now. Therefore, we would like to share with you why these times in particular could create unparalleled momentum and why we believe digital is a means to improve your daily business, now more than ever.
Regardless of your digital maturity or industry, an online platform requires different capabilities compared to your “traditional” business. It requires change and strong change management. In fact, this change rapidly became the only constant in your organization, creating momentum that was never there before:
At SparkOptimus, we believe that digital is not just about having a digital (B2B) platform. Instead, we believe that digital is a means to help improving our clients’ daily businesses and (data-driven) decision-making. We support you in doing so by adhering to three main principles:
For a decade, SparkOptimus has supported her clients to achieve concrete results in areas that are now more relevant than ever. This has resulted in our fourth #1 position in digital consultancy in the Netherlands. Especially in these days of turmoil, we are determined to help you navigate current and post-Corona times, setting up your (online) business for success. Feel free to reach out, we are here to help.