Shifting from Road Warriors to Digital Warrors
For most sales teams, the greatest loss from the recent, rapid changes to the way we work is the in-person interactions they heavily rely on to engage customers. Gone are the regular face-to-face meetings with long-term customers or the countless opportunities to make connections with new potential buyers at trade shows or conferences.
Field sales teams know the value of in-person contact:
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You go for drinks with your main customer advocate the night before the big on-site meeting and take the temperature of the organization.
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You chat with a new stakeholder before the meeting starts, making a personal connection while stirring your coffee.