Of course, COVID-19 is on my mind, and it has me thinking. In general, I like to think about long-term trends. I like to think about human motivations. And I like to think about systems. Putting all of it together, I suspect that many B2B sellers are going to see a temporary slow-down, as prospects delay purchases until we know more about future economic activity.
The economic upheaval may be considerable. I pray that it will not be. But in the interest of assuming the best, I think there is much that sales leaders can do right now. Even if we see much uncertainty.
In the last two weeks I have talked with more business and IT leaders about AI-based sales technology than any time in the previous three months. I’m glad to be having these talks because it is clear that companies are thinking long-term. But I also find that most clients cannot take on these new tools yet.
They haven’t got enough clean, consistent, and complete data in their sales tools to take advantage of tools like predictive forecasting or opportunity health scoring to get immediate benefit from the tools.
My three things sales leaders should do this month:
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