During normal times, inside & telesales are easily distinguished from enterprise sales. Relegated to an office and phone, never meeting a customer, inside/telereps often recite scripts and process transactional orders. Conversely, enterprise reps travel, form personal relationships, and oversee more complex and involved sales cycles.
With COVID-19 and associated travel restrictions, how is enterprise selling different?
Actually responsibilities remain the same, however, enterprise reps must now think and act differently. Gone are lunches, in-person tradeshows, and other ideal means to get to know prospects. With travel restrictions in-place, enterprise reps must find new ways to develop relationships.
One suggestion – offer articles or updates that are relevant to your customers. Find time to check-in, not to ask about a purchase order, just to check-in. Inquire about updates or ask for feedback regarding recent activity by your organization. Taking the time to reach out and lend an ear can go a long way.
While customers may miss your in-person contact, they will always remember your taking the time to be available…sure to pay dividends when it is time to place orders.