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Everyone is suffering at the moment, but the situation is particularly difficult for sales teams who are unable to tap into their usual sources of leads. It is up to marketing teams to help out their colleagues by giving them entry to sales opportunities.
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.