During this unprecedented time of COVID-19 pandemic, every business that can afford to have a remote worforce, has had to cope with a very rapid transformation of how it operates, communicates and generally continues to do business.
In response to that, we have collected ideas from B2B sales and marketing professionals on what they are doing to stay positive, transform their roles and focus their time wisely while working from home:
- Organise regular webinars or video highlights to share informative content. You can use platforms like BrightTalk, On24, Zoom or even Facebook Live!
- If you don’t have an Intent Data platform, now is the time to invest as all of your buyers are turning to increase online research. Spend this time gaining visibility into their online behaviours.
- 3. 7.1M people in the UK alone are listening to podcasts weekly. Why not invest in an audio strategy for your company? Here is a great article to get you started: https://www.marketingdonut.co.uk/online-marketing/content-marketing/how-to-create-podcasts-for-your-business
- Take the time to reshape your content strategy, remove the underperforming items and add in the new assets.
- Spring clean your CRM data! It’s important to get that domain data updated, get fresh and correct data in, inactive and out of date data out. I tested this Domain Finder from Company Name and out of 3,000 Names they failed to find only 0.3% of the domains (102 domains): https://phantombuster.com/phantombuster
- Sales Account Mapping: Work with your marketing team and intent data to identify which accounts are active online and engaging around the solutions you offer. If they’re in your target region, add them to your patch!
- Tweak your Sales Messaging Strategy: you may have noticed that the number of opt-outs from sales has increased. That may well be due to the increased email communication every company adopted, all around the same topic. Make sure you message in a way that is practical, positive, and constructive. Avoid positioning in a way that appears to exploit the situation, unless it is directly relevant.
- Direct mail campaigns. This could be more suitable for customers as it may be difficult to find prospects’ home addresses.
- Ramp up your social marketing; your buyers are spending more time than ever on social media – but remember you’re not the only one doing this, now more than ever you need to stand out.
- Increase your digital brand awareness. With so many more eyeballs online for prolonged periods of time – invest in building up your brand’s share of voice in the digital estate that matters most to your business.
- We’re all in this together, so connecting and networking online is still important – why not support your industry communities and give something away for free?
- Use video every time you can on calls to stay connected – for both internal business calls and those with customers/prospects. Don’t worry about background noise like dogs barking, kids screaming or doorbells ringing..it’s all part of the working-from-home game and people will just laugh at it 🙂