Sales 2.0

A Lesson on Being Decisive: COVID, Trade Shows, and Lead Generation in 2020

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This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities.

A nightmare scenario materialized for thousands of businesses at the onset of the pandemic: their largest source of business dried up overnight and the outlook seemed grim. I’m talking about professional trade shows and conferences, which as of 2019 were estimated to be to the second largest source of B2B revenue in the country. 

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Account Executive Inc.

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If you’re an AE, I recommend appointing yourself a small business owner.

Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself.

Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. Not a bad combo.

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Go through the motions

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In sales we need to go through the motions.

Our buyers are “frazzled” as Jill Konrath says.

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

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Disrupted, Not Derailed–Your Pipeline in the Time of Covid

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This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]

This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell. 

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 2020. We also conducted 25 interviews with B2B SaaS sales leaders to go into greater detail and get a better understanding of what they are experiencing within their own organizations. 

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