article thumbnail

COVID-19 accelerates expected B2B sales trends

Sales and Marketing Management

The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling. McKinsey research from the 2007-2008 recession shows that companies that spend carefully and strategically into a downturn grow faster once economies rebound.

Trends 156
article thumbnail

Group travel is down, but not out

Sales and Marketing Management

Eidsvold says the company’s incentive travel clients have either pushed planned group travel events to the second half of 2021 or pivoted to an online platform where salespeople earn points that can be redeemed for rewards of their choosing. Sales are still happening, but a group celebration isn’t likely.

Travel 218
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to Easily Motivate and Incentivize Sales Pipeline Building

Understanding the Sales Force

Let me explain and then I’ll pivot to selling. Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

article thumbnail

4 Keys to Exceeding the Expectations of the Evolving Customer

Sales and Marketing Management

The incredible rise of smartphones and social media has been pivotal to this cultural shift. Before joining Salesforce in 2008, she held positions in customer support, professional services, product marketing, and program management at Oracle, Peoplesoft, Evolve and Primavera.

article thumbnail

How to Navigate Pricing In a Pandemic

Sales and Marketing Management

We can see the echoes of this time and the 2008 recession and also know that this is a time for everyone to reevaluate everything, from how they market their brand, to pivoting their business (if they can and if needed), how to sell, how to price their products and services, and much more.

How To 177
article thumbnail

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ” That’s the pivotal moment when I learn what their hopeful outcome is. ©2008 Copyright by The Pipeline. August 2009. April 2009.

Pipeline 257
article thumbnail

Sales Professionals: Embrace the Change, It’s Here to Stay

Carew International

From our perspective, B2B selling has pivoted, and just like retail e-commerce, changes that have been incrementally developing since sales professionals started carrying BlackBerrys (I bought my first one in 2008) have been accelerated by the pandemic. Change was occurring slowly, but the pandemic caused the change to accelerate.

Retail 60