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Justin Gray

How Marketing and Inside Sales Enablement Can Support Field Sales Teams

Justin Gray / September 18, 2020 / 0 Comments

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.


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