How to Find Leads and Generate B2B Sales after COVID-19

Rebecca Matias

Doing business in the middle of a pandemic is both risky and difficult. More than half a year into the pandemic and while health precautions are greatly being observed, businesses are slowly, steadily resuming operations to keep the economy going. The truth of the matter is that operations have to make several new adjustments due to the pandemic, and one of the major question marks looming over B2B salesperson’s heads is, “Where are we going to find sales after this pandemic?” 

You’re not alone in this struggle. As a lead generation services provider, we are passionate about what we do best — and that is lead generation. So today, we are going to tackle where and how you can find your B2B sales.

Jumpstart your B2B Sales

Many businesses are testing the waters again as they slowly reopen. Of course, we’re not completely in the clear yet, but at least it’s relatively safe enough to come back out again. 

Here are some key insights for you to keep in mind in order to jumpstart your B2B sales again and how your B2B sales can adapt to our “New Normal”.

Customer Outreach

Be proactive in your search for new prospects rather than waiting for them to come to you. Devise a comprehensive approach for your customer outreach and lead generation across all your channels both outbound and inbound.

Solid and Consistent Process

The market has become even more competitive now than it was prior to the pandemic as every deal counts more than before. Go back and revisit your sales process to see how you can improve and adjust your strategy to the current situation. There is not much room for improvisation with the expectation that your prospects are all ready and eager to purchase right now. 

Your sales strategy has to be precise and consistent in every single stage of the purchase journey, specifically in these areas:

• Discovery stage
• Initial phone call with the sales representative
• Product/service demo
• ROI calculations
• Interview with decision-makers
• Closing the deal

This is a general overview of the different stages. Of course, every sales process is going to look different so feel free to customize your process that will suit your company’s needs. The most important takeaway here is that you’re ready to guide your customers through each stage of their buying journey in a way that saves both your time, maximizing your efforts, and eventually get them ready to purchase.

Reconnect with “Cold” Leads

The common practice with cold leads is that we disregard them and move on to qualified prospects instead. However, this is the best time to reach out to them again. If you have a number of prospects that you haven’t reached out before the pandemic, now is a great time to reconnect with them. It could be that they simply weren’t ready to buy before, but they could be in a better position and circumstance now that they’re more willing to work with you now. 

So, as you’re reaching out to your long-term leads, also take the time to revisit your cold leads to increase your opportunities to get more leads into your funnel.

Boost your Online Presence

Needless to say, it’s going to take a long while until person-to-person business transactions can fully go back to normal. This is why it’s crucial that you strengthen your online presence across all your social channels. Various businesses have gone MIA even on their other channels which led their audience to look for other partners. You don’t want even your most loyal customers to jump ship. Interact with your customers and prospects online, let them know that you acknowledge their struggle and that you’re still there offering solutions.

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