Sales strategy experts have determined during Covid the number one strategy to protect and grow revenue is to focus on keeping your existing customers loyal. The B2B salesperson does this by demonstrating excellent customer service skills with an attitude of servant leadership. Excellent customer service is the doorway to farm accounts to expand revenue.

The effective sales coaches differ widely in their temperaments and abilities, in what they do and how they do it, in their personalities, their knowledge, their interests—in fact, in almost everything that distinguishes human beings. But all effective sales managers perform only necessary tasks and eliminate unnecessary ones to achieve sales revenue targets.

Research indicates the top competency for B2B sales manager success is the “willingness to train and coach.” This is buttressed by the three pillars of “focused on quantitative results,” “conducting joint calls” and “taking initiative for sales success.”

Clarity through Covid is crucial in our B2B marketplace. A recent study by Tamara Schenk of Showpad is telling on the difficulty of closing B2B deals:

Doing research for my next sales training workshop, I assembled sales motivational quotes and pass them to you. Have a good read!

The Covid sales environment has spawned a lot of social media and marketing hype on how to sell virtually. Here are my insights (and those I have gleaned from McKinsey, Gartner, and Korn Ferry) on what I have gleaned is important to you as a B2B salesperson in the “Post Covid-Hybrid” marketplace.