The pandemic caused by COVID-19 has led todramatic travel and meeting restrictions and had a sobering effect on selling.The hallmark of the sales profession is personal connection, and that has beenturned on its head – for now, at least.
covid-19疫情不仅限制了旅行和出行，还严重影响了销售。销售行业的特点是人与人之间的连接，但至少到目前为止，这种连接不复存在。
But now is not the time to disappear for afew months and expect good results when you re-emerge. Instead, salespeopleshould move forward boldly and rethink their approach to connecting withprospects.
就目前情况来看，疫情可能几个月都不会消失，可想而知不会有好结果。所以，销售人员应大胆的创新，改变与潜在客户建立联系的方式。
How Will the Pandemic Affect Your SalesApproach?
疫情会如何影响您的销售方式?
For the next several months, more peoplethan ever before will be working from home. Their priorities will be toreassess, reorganize, and re-evaluate systems and processes so they’re leanerand meaner when we come out on the other side of this pandemic.
在接下来的几个月中，在家工作的人数将比以往任何时候都要多。他们的首要任务是重新评估和重新组织业务体系和流程，疫情结束后才能精益求精。
So what does this mean for salespeople?Frankly, it’s keeping things simple and utilizing these four proven strategies.
1、Direct salesusing Web meetings–If you thought hand sanitizersales were going through the roof, imagine what this is doing for Webconferencing companies!
2、Inside sales–These folks feed the funnel by providing extra coverage andvolume capacity to communicate with a much larger volume of prospects (andcustomers).
3、DigitalMarketing–Be ready to receive a much highervolume of inbound traffic, as people have more time to do deeper research.
4、Data cleaningand targeting–These steps ensure compliance andallow good, simple messaging to be developed and communicated to shorten salescycles.
1、线上直播销售：正如您认为洗手液的销售量正在上升，对线上开会的公司来说也是如此!
2、内部销售：与更多的潜在客户(和现有客户)沟通，通过提高覆盖范围和交易量来填充渠道。
3、数字营销：随着人们有更多的时间进行更深入的探索，入站流量将会大大提高。
4、数据清理和定位：确保合规性，并编辑和发送简短恰当的信息给目标顾客，以缩短销售周期。
Key Action Steps to Improve Sales inDifficult Times
在困难时期提高销售额的关键步骤
Upgrade and improve your Website forsmoother, faster sales.
升级网站以实现更顺畅、更快的销售。
On your Website, have you got bots in placeto provide instant inquiry handling, which smoothly escalates to the humantouch as soon as required? How’s your Website structured? Does it provide alogical journey for each of the key job functions that could be interested inyour products or services? Can you take it a step further to look at theindividual personas within those job functions? Streamlining that initial touchpays dividends.
在您的网站上是否可以即时查询，当用户发出指令马上给出检索结果?网站结构是否让不同职位的潜在用户都能清晰了解产品和服务?是否可以进一步查看用户的个人信息?精简最初的步骤非常重要。
Streamline operations between inside andoutside sellers.
简化内部和外部销售人员之间的联系。
And then there’s inside sales –particularly when it comes to B2B marketing. This is often an overlooked aspectwhere there is such a flurry of activity to close an initial deal. But, if thebuying cycle timing isn’t absolutely correct, it may take a year or two toclose. Therefore, having a CRM database that allows sales leads to flip-flopbetween the direct sales team and the inside sales team provides the idealfollow-up using the warmup artist and the big closer at just the right time!
内部销售，尤其是在B2B营销方面，通常被忽视，因为有大量的原因影响初始交易达成。但是，如果时机不好，初始交易可能需要一两年的时间才能完成。因此，拥有一个crm数据库可以在直接销售团队和内部销售团队之间建立联系，从而在适当的时候通过活动嘉宾和社交营销来提供理想的跟进服务!
Keep CRM updated and full of clean data.
保持crm最新版并处理数据。
Keeping accurate records in the CRM systemis a challenge because many salespeople just don’t prioritize thisadministrative task. To combat this challenge, use a mobile app such asZuant–or at least develop a simple Web-basedlead feedback system so the sales team can easily enter sales information thatsyncs automatically with the central CRM system.
因为许多销售人员认为行政任务没那么重要，坚持在CRM系统中准确的记录很难。可以使用诸如Zuant之类的移动应用程序，或至少开发一个基于web的简单线索反馈系统，以便销售团队可以轻松输入销售信息，数据还与中央CRM系统自动同步。
What better excuse to spring clean andconnect data into a single view? Such a detox includes contact data both oninternal systems as well as mobile – all those mobile devices used by salesexecutives to capture all their new contacts. This area is normally ignored,which can be disastrous not just from a compliance Perspective, but also fromthe Perspective of getting those contacts into the CRM system for targetingpurposes.
有什么更好的说法能让销售人员清理数据并按统一标准整理吗?比如，内部系统的用户信息和销售主管移动设备上的新用户信息不一致，后果非常严重。不仅不合规，而且无法准确的进行消费者定位。
Double down on quality marketing contentthat fills the funnel.
用于渠道投放的优质营销内容加倍。
After years of building martech stacks toimprove efficiency and reduce personnel, we have taken our eyes off marketing’sgoals: to support sales and create a positive customer experience.
多年来市场营销科技的研发，已经不再只关注营销目标，正如您支持销售并创造好的客户体验，而是为了提高效率和减少员工。
So now really is the time to get back tothese basics so current lead opportunities are rue followed up with avengeance. Digital marketing teams are creating quality content and specialincentives, and inside sales is working overtime to book more Web presentationsthan ever to feed the funnel when the market starts picking up again.
因此，现在确实要回归基础，重新抓住之前遗漏的市场机会。在市场开始回暖时，数字营销团队准备高质量内容和特定激励措施，内部销售部门加班工作以准备更多的线上宣讲活动投放到渠道中。
Take care of body, mind, and spirit.
保持身体、思想和精神的良好状态。
On a personal note, salespeople need tokeep healthier and fit. Working from home can become claustrophobic, so it’sgoing to be more important than ever to restart that running program youpromised yourself as one of your New Year resolutions. Remember to eat a healthydiet and practice self-care including proper exercise, communicating with lovedones and meditation/journaling if that helps you reduce stress. With lessoffice interaction, the need to maintain apositive mental attitudewillbe more critical than ever to closing sales.
就个人而言，销售人员需要保持健康和活力。在家工作可能会导致幽闭恐惧症，因此，重新开始新年计划之一锻炼非常重要。记住要饮食健康，并保持良好的精神状态，包括适当的运动、与亲人交流、冥想/写日记以减轻压力。由于减少了与同事的交流，保持积极的精神状态对成功交易更加重要。
Successful salespeople have thick skins andare survivors by nature. Remember: This unforeseen pandemic is challenging foreveryone, including your prospects. Apply these proven strategies withvigilance and you’ll emerge successfully from this trying situation and finish2020 in first place.
成功的销售人员皮肤厚实，天生就是竞争的胜利者。切记：无法预知的疫情对所有人(包括您的潜在客户)都是困境。有选择的实施上述策略，您将成功摆脱困境，并给2020年交出满意的答卷。
