With the increase in remote work in response to COVID-19, it can be challenging to maintain team productivity and engage with customers remotely.

We're all trying to figure out how to navigate this unprecedented change, and while we don't have all the answers, we want to share a few tips that might help you stay connected to both buyers and your sales organization, and maintain productivity in this new work environment.

• Reach out to your contacts to check in. Share any updates that could impact them. Offer advice that could help them be better prepared.
• With virtual meetings, it’s more important than ever to be well-researched about your buyer. Collaborate seamlessly by sharing leads, lists, notes and progress with people on your team and stay updated on your customer.
• Ensure you’re multi-threading and have relationships with every member of the buying committee. Make sure you’ve mapped out the entire Buyer’s Circle and your best path in with most of them will be through existing relationships in your network, which is proven to be the more successful path to a productive conversation.
• Offer value at every stage of the buying process. Knowing what challenges and issues your prospect or customer is facing can help you and your team make the right determination about what constitutes value at every stage.