TIP #1 
Analyze and rethink your target market

“Think about how you’re targeting certain geos and look at balance sheets,” Dan says. “Your ideal customer profile a month ago isn’t the same as it is now.” Examine your target accounts based on geography, company size, industry vertical, business strength, and existing relationship to prioritize which business to go after.

TIP #2 
Prioritize

Companies might consider shifting expansion resources to account management, for example, to develop more thoughtful engagement with current customers.

TIP #3 
Communicate

Adding value has always been a cornerstone of modern selling, but now Dan says it ought to become an even higher priority. “We have seen incredible creativity from sales organizations when it comes to delivering value,” he observes.

TIP #4 
Be direct 

Being helpful isn’t just a mindset, but also a strategic initiative. “A lot of companies are starting with messaging, kind of shutting down outbound touch patterns and prospecting,” he says. “We’ve got to shut down our newsletters, and rethink messaging and how we’re engaging across the board.”

TIP #5 
Rethink recognition

“This is a tough one, but an important one,” Dan says. Sales leaders should think critically about whether the typical hunters — who can effectively push to get deals done — are the right ones to be reaching out right now. “Overnight, buyers suddenly don’t need that. What buyers want is insight, consultative help, and support. Leaders are trying to figure out, how do I get the best people in the organization to deliver that kind of experience on the front lines as quickly as I can?”