COVID-19 has forced a generational shift in selling overnight and created a “business Darwinism” where companies will either evolve or close.
Difficult times are the bedmate of brilliant innovation. Disney, Microsoft, IBM, Kellogg’s, General Motors, AirBnB, Alibaba, Salesforce, and Netflix were all born or remodeled in a recession.
This report intends to provide some collective insight that sales leaders can deploy in the new working world and show that on the other side of a financial downturn is innovation.
Your conversations now, will pay dividends later
Businesses are moving away from short-term thinking
Buying committees and buying decisions have changed
Businesses are moving to inside-out growth
"Sales leaders need to move away from short-term thinking and build their future business for their future customers."
"These are not incremental times, but times of steep change. Those ‘sales transformation’ projects which have been underway need to be certain they are building to an end state which now matches the environment."
“You can’t change the market, but you can change your skillset.”
This is also a time of enormous opportunity for businesses. One that has forced a generational shift in selling overnight and created a “business Darwinism” where companies will either evolve or close.
“The first thing to do is realize winning is an outcome, not a cultural value.”