With large swathes of society working from home, schools shuttered, and the entertainment sector shut down, the economy is taking a big hit. We’re quickly diving deep into a big economic shock and long-term recession. International trade and travel have diminished. Supply chains are distorted as factories and borders are closed. Given a decline in demand, plus government measures to protect public health, whole sectors face a sudden, sharp decline in revenue. Whilst there are large differences between sectors, this will impact the entire economy. Governments have announced large aid-packages, but this will only help curb some of the shock.
Given this scenario, it’s easy to understand the fintech community is also facing losses.
The sales game has changed and we observed in my previous blog post that successful organizations changed from controlling the sales cycle to facilitating the buying cycle. This approach requires a deep integration of marketing and sales. For many organizations this is a fundamentally new way of thinking. How can you arrange a successful marriage between marketing and sales?
Lack of structure and a lot of creativity. Are these the characteristics that come to mind when asked to describe a great salesperson? Not really right? Yet, the best sales people I know in the industry are not very structured, not very organised nor disciplined.
Sales is an art form. Not everyone can be good at it. But for some people, it comes naturally. Those are the eagles. They spot their prey on the ground, make a go for it, and more often than not come out victorious.
When someone tells them, “You should really try to incorporate marketing automation tools in your selling process.”
They give that person the eagle eye stare and fly away. “I won’t let you cage me.” The eagle thinks to himself.
Eagles know that they need to hit targets to survive. As a matter of fact, they strive to exceed their goals. Oh, the glory when they catch a young bighorn sheep instead of a field mouse.
Well, you could be the eagle to reach legendary status by catching a bighorn sheep, or maybe even a pronghorn antelope. That is if you learn how to use marketing automation to your advantage.
Promise to keep an open mind while we explain how?
If you cannot make it, fake it, luidt een Amerikaans gezegde onder ondernemers. Amerikanen zijn er goed in: hun product verkopen voordat de ontwikkeling is gestart. Nederlandse ondernemers, een stuk bescheidener, zouden nog best wat kunnen leren van onze verre buur. Met alle aandacht voor onderzoek en ontwikkeling, laat de verkoop nog wel eens op zich wachten, zo blijkt uit een rondgang langs de Nieuwe Kampioenen. Te lang 'doorgehold', te laat de markt op gegaan, het vak van 'sales onderschat'.