So we are not only looking at the here and now, but also at the time after the corona crisis. We will go through this together and then we want to continue together. The Continuity of your current developments, also in the field of marketing and sales, all in all require entrepreneurship and a different attitude from the parties involved.
Impact on your commercial pipeline
A crisis situation affects various processes within your organization. For example, operational, administrative and logistical processes can be disrupted. Not only the continuity of your own services can be jeopardized, but also that of your suppliers and customers.
Let us first state that the business world does not have a playbook for situations like the one we are in now. It is watching, adapting, acting, learning and adapting again. In our daily practice we notice that the crisis has an impact on the commercial side, among other things:
- Events: No physical events until further notice
- A declining conversion on inbound leads
- A declining conversion on follow-up
- A lower closed-won rate
These facets have a direct impact on the commercial pipeline for the remainder of this financial year 2020 and beyond. You should therefore try to approach your commercial process from a business perspective. And that is the challenge:
- Do I choose safely and responsibly to take a step back, which will result in my pipeline drying up, or
- Do I opt for countercyclical investing so that I can keep my pipeline at the maximum level given the situation?
Countercyclical investing Continuity of your
It is very tempting to choose option 1, but those who choose option 2 will reap the benefits in the long term. By investing countercyclically, you limit the impact of a crisis and gain a head start on your competitors.
That does not mean that costs cannot be cut. It is a matter of finding the right balance between saving costs today to get through the crisis and at the same time daring to invest in order to be able to grow tomorrow. Do not save costs ‘with the blunt axe’, for example by rigorously cutting personnel costs or the marketing budget. Rather, look at where you can structurally organize your processes more efficiently. Make sure you have the right people on board and keep them, because after the crisis you want to be able to move forward immediately.
The benefits of continuing to invest include:
- Can benefit from purchasing advantages, because many prices are (temporarily) reduced
- Be more visible than your competitors by continuing to invest in marketing (and you will probably pay less for this than before)
- Maintain market share by not letting your pipeline dry up
- Get ahead of your competitors by investing in innovation now
Continuity in the commercial process Continuity of your
Do you want to limit the dip in spain phone number library your pipeline and prevent it from drying up altogether? We are happy to help you with your continuity challenges in the commercial process. We have several options for this:
- Digital Round Tables as an alternative to physical events
It is crystal clear that you want to signs of infantile behavior get in touch and stay in touch with your target group. Different times require different resources and via our digital Round Table we bring you in touch with your target group(s), without the need for physical contact. A Digital Round Table requires less investment than regular small events, but has at least the same result.
Read the experience of Hanneke van Leeuwen from SAP Concur with a Digital Round Table.
- Lead-Desk to maintain the collaboration between Marketing and Sales and keep the commercial pipeline up to date
For years, we have been helping dozens of clients to bring Marketing and Sales together by placing Inside Sales specialists on-site. They focus on the transfer of marketing leads to sales opportunities. We also do this for our clients in this time of crisis, with the aim of staying in touch with their target groups. We learn from this in the very short term. Marketing can then tailor the campaigns to school email list this, in order to provide Sales with maximum input for the medium term. In these strange times, clients experience this input as a catalyst for new tailor-made marketing initiatives.
Read what the use of our Lead-Desk has yielded for Portiva Continuity of your
We need to continue to engage in dialogue with each other. To learn from each other and to arrive at good decisions regarding the best action for the future. Even though we know that the choice may not be watertight in these times. Growing together means investing together. That is why we are happy to help and think along.
