NEW ECONOMY How to adjust your Sales Playbook for...

NEW ECONOMYHow to adjust your Sales Playbook for the

Devin ReedHead of Content Strategy

Mike MyersManaging Director

1. How to approach new sales conversations

2. Reframing your messaging and mindset

3. How to progress late stage deals

4. Q/A

Agenda

COVID-19 phrases mentioned on sales calls

“Uncertainty” phrases mentioned on sales calls

“Empathy” phrases mentioned on sales calls

Lead with

and

The answer is not “stop selling”It’s to

How to approach new sales conversations

#1

Don’t make assumptions, positive or negative.

Reframing your messaging and mindset

#2

Need to carry both a short and long term perspective:

Change your mindset

Short-term● How can I help?● This is how we are helping others?

Long-term● How far are you in developing your recovery plan?

I need to focus on doing the “right” behavior, not the results

What defines a “win” for me in this environment?

Pull, Not Push

Change your mindset

Adjust your messaging to solve

Reframe your message

Empathy: Comfort, Relationship & Trust

Reaching out to see if it makes sense to connect?

Credibility: Helping NOW or preparing for Recovery

Biggest Concern Up-front Contract:

● Define “how” you are helping other organizations Now and see if it makes sense to continue

● Only want to continue the conversation now if they think it would be of value

How to progress late stage deals

#3

Don’t assume that the buying process has not changed

Usually moves up at least one level in a crisis

Need to communicate ROI and the value proposition - CFO trade-offs

Blindspots

Understand how CFOs are approaching purchases.

Buyer can articulate the compelling reasons to buy now and how your solution solves a business problem

Let’s pretend we do X and you love it, what happens next?

Confirm and Re-confirm

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