Sales Tips: The Importance of Adding Value During the COVID-19 crisis.

Sales Tips: The Importance of Adding Value During the COVID-19 crisis.

In the wake of COVID-19, traditional face-to-face sales meetings have quickly given way to more frequent virtual interactions.

Video conferencing requires a more focused and detail-oriented approach than a typical conference call. Dressing appropriately, avoiding distractions and proper connectivity is essential, and it’s critical for you to have a backup plan should your computer crash or internet connection fail.

Most importantly – turn on your video!  If you have not been utilizing your camera on Sales calls, and recording your video conference calls to review, start today and see what a dramatic difference it will make on your sales productivity.

Another helpful tip for improving video conferencing performance – close all open browser tabs, emails, and any other programs that consume large amounts of bandwidth.

There is no single approach that serves B2B sales and marketing teams across the board. In a report about navigating the COVID-19 crisis

  1. Take a through-cycle view of customer relationships.
  2. Reinforce trust by tracking key customers’ evolving needs and standing by and defending them during their toughest times.
  3. Tailor offerings and contracts to new situations and strengthen value-proposition communication.

Research from the 2007-2008 recession shows that companies that spend carefully and strategically into a downturn grow faster once economies rebound. Industries most likely to reduce spending are the global energy and materials sector and the travel, transportation and logistics industries. The good news, is that the industries identified as most likely to increase spend are the pharmaceutical and medical device industry and technology, media and telecommunications – laser focus your attention on selling into these markets to ensure success. (Source: McKinsey Research)

Finally, adding as much value as possible is critically important – when it comes to pricing sensitivity during the COVID-19 Pandemic, remember it’s more important than ever to add value instead of cutting costs!

5 Ways to Break Through Your Annual Sales Goals in The Meetings Industry

5 Ways to Break Through Your Annual Sales Goals in The Meetings Industry

Surpass your quarterly metrics by meeting with event planners directly

Follow these 5 key points to hit your annual sales goals.

  1. Market Direct to Planners – Get your brand out there! Prime Members receive a featured directory listing on the American Meetings Network. Access more than 50K meeting planners on AMI’s premier MICE supplier and meeting planner procurement platform. Prime members also have the opportunity to take advantage of digital marketing opportunities to promote key messages and branding for your company to a highly curated database of meeting planners and event professionals.
  2. Network – Attend AMI’s (Live & Virtual) ENGAGE! 1:1 matchmaker conference(s) are a proven method of driving sales! Network and plan for the year ahead. Hear relevant and timely keynotes, meet other members and get insight from active meeting and event planners as well as AMI’s clients and partner planners!
  3. Get Digital – Our digital team has never been more vital, providing amazing products for both live and virtual events to increase engagement and create an event worth remembering. Creating video content and digital marketing reels is an easy and effective way to promote your brand and can be promoted successfully within The American Meetings Network.
  4. Go Virtual – Virtual platforms, engagement tools, and meeting technologies have taken the world by storm! Virtual solutions for video-conferencing, virtual meetings, sales presentations, conference calls, matchmaker meetings, trade shows, expos, and more, AMI’s global sourcing teams amplify our clients’ virtual meetings to new levels using a wide variety of suppliers who are Prime Supplier members of The American Meetings Network.

  1. Stay Connected – AMI’s strategic procurement platform, The American Meetings Network, allows you to keep your finger on the pulse of the industry and be the first to know when our global sourcing teams are looking for Prime Suppliers like you. The American Meetings who are looking for exactly what you offer.

Interested in learning more?

The American Meetings Network is your partner on the road to recovery

Join our Wednesdays Webcast at 10:00 AM Eastern / 7:00 AM Pacific

Learn how AMI and The American Meetings Network can be your partner on the road to recovery. See firsthand how AMI’s MICE Supplier Network and strategic 1:1 matchmaker event(s) can help drive sales.

Contact Paul Steinmetz, Director of The American Meetings Network today to learn how AMI and The American Meetings Network can help drive sales for your organization.

Phone: (954) 440-1274