We are well aware that the commercial role has been changing for a couple of years now, which is why it is essential for the sales force to acquire new capabilities, especially when we talk about B2B businesses, since this crisis is precisely accelerating the transformation processes that were already gradually taking place.
But how is this an opportunity? The answer is to take advantage of these weeks of tense calm to generate valuable conversations, not only with those prospects who are in the BOFU (Bottom of the Funnel, that is, those opportunities mobile phone saudi arabia mobile number directory that are interested in acquiring our product or service), but also with those who are in the middle stage of the funnel (MOFU or Middle of the Funnel, those leads who already know they have a need and are in the stage of considering options).
Marketing Funnel
Because they are the ones, the ones who are now in the middle, who could fatten our pipeline in the coming months, and what better way to take advantage of the fact that we have a few more minutes than before to identify how we can generate value, thus finding new ways of doing business and expanding our portfolio of prospects.
Be genuine! And remember that selling is about helping, it has to be a win-win relationship.
Therefore, a challenge that every seller should consider at this time is: How can I capitalize on that MOFU? And mind you, not to make sales in the short term. It's about gaining ground for when economic activity picks up again.
Those salespeople who have gained ground in MOFU will be better positioned when things return to normal and we get back to doing business.