covid-19 recovery considerations - sales training

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ASHER | Global Leader in Growth Strategies · 1300 13th Street, NW · Washington DC 20005 · (866) 732-0363 · www.asherstrategies.com · © ASHER 2020

COVID-19Recovery

Considerations

+ Recent Recession History

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ASHER | Global Leader in Growth Strategies · 1300 13th Street, NW · Suite #608 · Washington DC 20005 · Phone (866) 732-0363 · www.asherstrategies.comASHER | Global Leader in Growth Strategies · 1300 13th Street, NW · Suite #608 · Washington DC 20005 · Phone (866) 732-0363 · www.asherstrategies.com

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73-75 Nixon Wage/Price ControlsOPEC EmbargoArab-Israeli War

81-82 Iranian Oil EmbargoTight Monetary Policy Fighting Inflation

90-91 Savings and Loan Crisis

Oil Price Shock

2001 9/11Collapse of Dot-com Bubble

2008-09 Deregulation of the Financial Industry

Need for More Mortgages to Support Hedge Funding with Derivatives

2020-21 CoronavirusUnique/Stay-At-Home

Recent Recession History

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ASHER | Global Leader in Growth Strategies · 1300 13th Street, NW · Suite #608 · Washington DC 20005 · Phone (866) 732-0363 · www.asherstrategies.com



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• Focus on employee well-being (personal and professional)

• Focus on current customers and current prospects- Emphasize gratitude, empathy,

listening, free help, discounts

• Focus on new prospect companies that are doing well in the recession

• Focus on other new prospect companies- As the recession resolves

• Emphasize your uniqueness- USPs- “WHY”- Customer case studies with ROI

• Hire new salespeople- Especially great ones not normally available

Successful Businesses Turned Recession Into Success (Chaos Equals Opportunity)


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Successful Businesses Turned Recession Into Success (con’t) (Chaos Equals Opportunity)

• Stay lean- Decrease most costs- Increase investment in sales

and marketing activities

• Invest in your people- Help them “sharpen the saw”

• Recognize that America 2.0 will be different

- Brainstorm the expected differences

- Look for new opportunities

• Reevaluate everything- Vendors- Partners- Employees- Processes- Current customers


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Successful Businesses Turned Recession Into Success (con’t) (Chaos Equals Opportunity)

• Implement new technologies to improve sales and marketing processes

- AI for prospecting- SLACK for team productivity- Marketing automation to get qualified

sales leads- 100% CRM implementation- Crystal Knows to see buyer’s personality- VoiceVibes to improve vocals for

salespeople- Interactive/on-line forms- LinkedIn Sales Navigator- Docusign for proposals

• Adjust processes for stay-at-home implications

- Video conferencing- Travel


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Global McKinsey Survey of B2B Buyers and Sales Leaders

• Digital interactions 2.5 times more important than traditional interactions

• 90% of sales have moved to VC/Phone/Web Sales Model

- 50% of buyers feel it is more effective

• Sales leaders rate digital channels twice as important as face-to-face

• Suppliers mobile apps are twice as important


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• Remote selling in certain industries now 100% - Technology, Media, Telecom

• 30% of buyers like the shift to digital

• Proposing a VC to a prospect (e.g. Microsoft Teams) is now more welcome than a phone call

- Become a VC expert - Train your salespeople

• America 2.0 will be much different than America 1.0

- Get used to the new normal- Don’t waste time “hoping” it will return to normal- Hope is not a strategy

McKinsey Study (Bottom Lines)

covid-19 recovery considerations - sales training

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