How the sales process transformed overnight

As businesses all over the world start to reopen, many of them find themselves struggling to restart, especially those that require personal, or face-to-face, selling. Such businesses, like those in insurance or business-to-business (B2B) sales, face unresponsive prospects and customers, and difficulties in delivering a sales pitch using videoconferencing tools.

Many insurance agents, for example, reported prospective clients shutting them out and labeling them as “insensitive” for “pushing” their product during this crisis. On the other hand, many B2B salespeople, such as those in technology and equipment sales, work extra hard at sustaining the attention of and conversations with prospective clients during a videoconference or negotiating a deal online, or even getting an audience with decision-makers.