Ponderings From The Perch

Times are tough.  Times are confusing.  What is clear is that we are ALL now ONLINE.  The global pandemic has hit brands hard, but it has hit sales professionals even harder. Those who were not in up to date with the skills needed to survive in an ONLINE only sales environment are kind of freaking out right now.  Interestingly enough, some people think that Coronavirus created this situation, but I would argue this situation was a reality long before this virus hit the world stage. Successful sales people have been adapting to the online sales environment for years. It's not hard to get people to agree that social media has fundamentally changed the way we live and do business. But the reality is they hadn't understood the magnitude - yet.  Even before we all sheltered in place during a world pandemic, research showed that buyers were getting 57% of the way through their buying process before they contacted a salesperson (Source: CEB, now Gartner).  Your next great deal and your most ideal client is on a self