Science4Data Article Insights

https://www.xant.ai/blog/sales-is-never-going-back/

Sales is Never Going Back

2020-06-12 22:57:40, Dave Boyce & Chris Harrington, XANT

Content Categorization
/Business & Industrial

Word Count:
2523

Words/Sentence:
22

Reading Time:
16.82 min

Reading Quality:
Intermediate

Readability:
11th or 12th

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Entity Word Cloud
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He estimates financial services business development professionals will not be able to get face to face with their customers well into 2021, indicating that building new remote selling habits and adopting new technologies and processes will be required.

Consider the impact on your business, now and after the crisis, of shortening selling cycles and accelerating time- to-cash by a week or more.

Iterations, responsiveness, and multi-modality characterize the modern buyer and now the modern seller.

Preparation beforehand (average of 2-8 hours preparing for each meeting)

Clear agenda

Engagement of everyone during the call (they assigned someone on their side to actively work the chat window during the meeting)

Timely notes and follow-ups afterward

In that case, she can always broker expertise, but she needs to know how and where to find it so she can curate the right information and get it to her customer in a timely way that supports their self-guided buying journey.

According to a group of senior executives assembled at XANT NEXT2020, the problem is not a lack of information-the problem now is too much information.

Highly visible in-person meetings punctuate this cadence, where the rep's manager, selling team, and often C-level executives show up on-site to meet with the deal's exec sponsor and key influencers.

Keywords

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