If your sales team is just calling and "checking in" with your customers and waiting for things to get back to "normal", and you need to kick your revenue generation back into gear, then this episode is for you.

What You Will Learn in Today’s Podcast Interview:

Analyze where opportunity is for revenue

Discuss how to put short-term sales plans into place

Examine quota and compensation adjustments

Review how to effectively make adjustments

Revise sales process(es) and messaging

How COVID has changed the sales landscape

The right and wrong way to check in with customers and clients in the current environment

How to determine how customers’ needs have change using the ladder of inference

How to remain flexible in order to adapt to new sales and revenue generating opportunities

How to find the markets that have been impacted COVID

The importance of telling employees at all levels the “why” and “how” of any significant changes in your got to market strategy

Strategies to model, reinforce and celebrate new behavior of employees that corresponds with short-term goals

Why the value creation mindset should play a role in today’s decisions on short-term issues

Podcast Summary:

Customer needs, traditional selling strategies, and business challenges have all changed.In this episode, Gary Braun the founder of the strategic sales consulting firm Pivotal Advisors, clearly explains the power of