Seminar On Marketing

Individual Assignment

By:
Annisa (1810523020)

International Management
Faculty of Economy
Andalas University
2021
COVID 19: A New World of B2B Sales

With unprecedented speed and scale, the COVID-19 outbreak has increased the B2B
sales force worldwide. seeing these new challenging times and there will be many difficulties,
the company is spinning fast and creating opportunities to keep its business growing.

In the short term, they must turn to the latest innovations to recover from the crisis
smarter, better and stronger. Empowered by the new dynamics virtual selling creates in their
workforce, sales leaders increasingly rely on emerging technology. This will help them stay
relevant in a rapidly changing market while maintaining continuity

What should the company do in the future so that the business continues to run well?

Now is the time to act in a bold new way. In order to best prepare themselves for the
immediate and long-term effects of COVID-19, business leaders must adapt and rise to the
rapidly increasing challenges. Companies must take strategic steps to combat the economic
consequences of the crisis, successfully capture market share and keep pace with changing
customer demands.

To help seize new opportunities, you must consider these 5 things:

1. Find Back Your Customers

Must pioneer new ways of hearing and understanding customer needs while staying close
to now and in the future as markets and their needs change, enhancing the sales approach
with supported tools, and deepening sales integration to nurture opportunities on a large
scale.

2. Refocus Salesforce

To relive a new sales journey and multiply high-value opportunities. Look for new ones,
not from the most promising social media exchanges, referrals from existing customers,
and service exchanges. create a competitive advantage by enhancing important core sales
interaction moments. Train sales teams to use the newest and most innovative tools.

3. Reimagine the Offer

 Change the position of existing product and service offerings to exceed customer needs
that are not being met in real-time. This requires constantly using emerging customer data
sources and predictive AI tools that uncover shifting purchasing trends. Never stop
innovating, testing and refining your approach as you go.

4. Reset the Sales Approach

Focus the seller on the highest value and highest probability opportunities and activities.
This includes cross-selling, upselling, and customer retention strategies. To encourage the
sales team to focus on top customers often provide attractive promos and discounts.

5. Reactivate Sales Team

Make it quick, focused and easy for your team to unlock the potential of the marketing,
sales and service platform. Providing the right data-driven tools can help them capture a
360-degree view of customers and act quickly and effectively on critical opportunities. At
the same time, this innovation could allow the sales and leadership accounts team to
collaborate seamlessly - and win in the end.

6. Establish a sales force for the future

The COVID-19 crisis will forever change how sales teams interact and serve customers
around the world. To overcome uncertainty, stay relevant, stabilize revenues, and forge
disruptive new growth paths, B2B organizational leaders must reinvent their current
approach to sales.

The existence of COVID-19 has increased B2B sales force around the world so it can create
opportunities for their business to continue to grow by implementing some of the right strategies
including Acting in bold new ways to best prepare themselves for the immediate and long-term
effects of COVID-19, business leaders must adapt and rise to the rapidly increasing challenges of
reinventing Your Customers.

We must hear and understand the needs of our customers while staying close at hand now and in
the future as markets and their needs change. Then Refocus Salesforce By looking for new ones,
not from the most promising social media exchanges, but we can make referrals from existing
customers by creating a competitive advantage over competitors.

after that we implemented a strategy to encourage the sales team to focus on customers to often
provide attractive promos and discounts. that jam Reactivate Sales Team

Make it quick, focused and easy for sales teams to unlock potential marketing, sales and service
platforms. Lastly by Establishing a sales force for the future. The COVID-19 Crisis is changing
the way sales teams interact and serve customers around the world. So that leaders of B2B
companies must reinvent the right approach by adjusting to current conditions