Imagine being an outside or field sales rep when COVID-19 hit. The face time that helped you build relationships and close deals was suddenly out of the question, and overnight your sales strategy needed to drastically change. Prospects’ needs shifted to survival mode. And while more and more work had been conducted virtually in recent years, those channels were augmentations to your core process. Enter: the new normal, in which sales teams need to create engagement digitally, in new ways, and prove their solution solves for their buyer’s problems.
How can a newfound inside sales team steady their sea legs and navigate these uncharted waters? After a few months making adjustments, a few key steps have emerged.
In a recent post for LinkedIn’s Sales Blog, “COVID Made Every Sales Team an Inside Sales Team; Here’s What They Need,” LeadMD CEO Justin Gray breaks down what marketing and sales enablement teams can do to support their inside sales colleagues. He shares why B2B needs to shift away from selling and move toward value engineering, and why buyer-centric “playbooks” can help speak to the buyer’s big needs. Justin also dives into the importance of technology health checks and explains why everybody needs to get on the same page on content, metrics and optics.
Read the entire article here.
Meet Justin Gray
Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education. Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others. Justin and his wife Jennifer met over marketing and three years later welcomed their son, Grayson, into the world in April of 2017.