How to Sell in the Next Normal

Whether you’re leading a sales team or trying to hit quotas yourself, selling today means unique challenges. Salesforce Global Growth Evangelist Tiffani Bova recently answered the most frequently asked questions from sales teams aiming to drive growth and revenue amid tough circumstances.

Here’s a preview of what you’ll learn in this video – all illustrated by a live artist.

Sales teams are facing significant roadblocks in connecting with customers the way they’re accustomed to. In particular, these are the primary challenges that Tiffani is hearing from sellers across the globe:

• It’s more difficult to see customers.
• Many customers aren’t in a buying mindset.
• Teams are missing the right tools to sell remotely

Skip to 3:19 in the video to see how you can proactively respond to these challenges.

To differentiate their services from other companies, Tiffani advises sales reps to lean into insight selling with every customer conversation. Insight selling enables sales teams to use personalized information about prospects’ businesses and industries to uncover new opportunities – and help them drive sustained growth.

Skip to 16:19 in the video to learn how you can incorporate insight selling into your sales process.

Good news: Just because you can’t see customers in person – and you may be physically distanced from them – doesn’t mean you can’t build a relationship with them. Who you are will shine through, whether it’s a face-to-face interaction or over the phone. Customers are still making purchases, so it’s up to you to adjust your sales motion to the new normal of physical distancing.

Skip to 4:03 in the video to get Tiffani’s advice on maintaining close customer connections while working remotely.