Reinvest your event budget during the coronavirus

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Trade shows and congresses account for more than 50% of the marketing budget for most B2B companies. Many industries have seen large events such as Mobile, SeaFood Europe, SMOPYC, BIEMH… cancelled. No one knows for sure if they will end up taking place this year. It remains to be seen whether events with more than a certain number of attendees will be able to take place and people’s behaviour will not be the same as before.

It will not be as easy to shake hands with your potential clients, have a coffee after a talk or exchange cards. The sooner you get used to the fact that the commercial scenario in the industrial sector hr directors email list has changed , the sooner you can take action and adapt. Don’t sit back, that money is still there and you can create campaigns aimed at lead generation .

Make the jump from Excel to CRM. On the laptop that the salesperson travels with and on the office computer there is an Excel. The classic Excel with your clients, suppliers, prospects… Manually following up on your contacts is not very effective when there are tools that allow for more automated planning of sales phases. Streamlining processes and increasing sales online is a reality , since, according to LinkedIn , 64.2% of companies rate the impact of CRM tools as high or very high.

Digitalize your sales process: interact with your customers. In industries, both small and medium-sized companies, outside sales are very common : the presence of the salesperson for presentations or negotiations is key.

Moving towards online marketing and digitalizing business processes is already a reality, but that does not have to reduce the human side of relationships. We are facing a scenario where the first phases of sales will be mostly digital , with somewhat longer sales cycles where face-to-face contacts will be less than before and will surely be made towards the final part of sales. Presentations, exhibitions and displays can be moved to the online world.