A thought --- a famous hockey player, Wayne Gretzky said; “I skate to where the puck is going to be, not where it has been.

The fact that the world changed overnight is in the past. But, where you think it will be in three months, six months, or a year is what matters. All of us in sales have to be practical and visionary at the same time.  From a practical standpoint, you need to find where you have value right now for customers, as Matt Heinz noted (in our webinar earlier today). 

There is a way you can help and stay connected to customers and prospects. If you can, pivot right now and find that essential product or service. I am happy to answer questions on how to be agile, not only right now – but in perpetuity.

Next, none of us know for certain what the future will be as noted in our poll today. In asking when the sales crisis due to the pandemic ends – 22% said three months or less, 41% said four to six months, 10% said ten to 12 months; and 8% said more than a year. The point is that we all think the crisis will come to an end. To be ready, know your value now – and take an educated guess on what the world will look like – prepare for it – but always be willing to adapt to constant change.

If there are specific sales pipeline pain points you have, let us know and we can direct you to tools and help. 

Good luck