Companies just like yours, and of all other sizes, operating in all markets are taking a close look at their balance sheet and budgets as they look to the post-pandemic economy. One of the topics that is top of mind is the re-allocation of conference budgets. Entry fees, lodging, travel, meals, and entertainment fall into what ends up being a large line item on the balance sheet.
So, if the plan is to keep your solutions in front of customers and keep your team sharp when it comes to new solutions, then re-allocating those funds in a way that meets the new behavior expectations of local and federal authorities and your customers is critical.
IDEA #1: Invest in Content Creation to Showcase the Problems You Solve
Written word can go a long way. Redirect teams to increase content that can be consumed online, in the safety of your customers’ houses or newly arranged health-conscious offices once they reopen. Double down on case studies, whitepapers, and obtaining customer testimonials. These types of documents and testimonials are some of the hardest types of content to gather and produce when your company is operating at full speed ahead.
Take the time now to get your marketing and sales teams together to share ideas and ways to improve these documents. (By the way, we create content for system integration companies - see below if you need help writing and designing these content assets.)
IDEA #2: Invest in Training your Sales Team
It may be quite a while before your sales team will be able to hit the road again and reclaim the titles of windshield warriors. What that means is they must adapt to the new way of selling virtually
Do they have the equipment and skills to deliver a quality virtual presentation or sales meeting? And once the pandemic has settled, many wonder if the road warrior sales person role will look the same. Customers may want to keep them at arms distance, and that may well keep them out of office meeting altogether.
As we come out of this situation over the next few months, many of your salespeople will have to change their habits. To stimulate your customers and prospects, your salespeople must become more than account managers.
Now is the perfect time for them to become better at their craft. See below if you are looking for a virtual sales training platform – it’s time to take another look at Vector Firm Sales Academy.
IDEA #3: Invest in Video
While they are being bombarded with 60-minute webinars, customers of all types are devouring online video content. Product demos, brief recorded on-demand webinars, quick educational videos, and interviews about common customer challenges and recommended solutions are the very tip of the iceberg when it comes to creating video content.
On Thursday, we will talk about this in our blog post on the importance of reevaluating your content types and platforms. Video production is going to be a necessity for your team.
Now is the time to act.
If you need help with any aspect of these preparations or strategies, Vector Firm is here.
Click here if you need help with Content Marketing – we write blog articles, social media posts, write and design case studies, whitepapers, lead magnets, produce explainer videos and more.
Click here to explore Vector Firm Sales Academy – the Virtual Sales Training Academy for system integrators and their technology partners.
