Analytics MARKET REPORT
“Focus on how you can improve your sales team ability to distance sell through online demos
and meetings.” Matthew Worboys, Business Development Director – Channel, Gamma
Matthew Worboys, Business
Development Director -
Channel at Gamma
of the business. You can be
systematic about how you build
pipeline on LinkedIn, but it
is just one route to market.
You also need to learn how to
pick up the phone. You need
to analyse those calls to help
teach your salespeople how to
improve incrementally over
time. ose that haven’t been
doing this are going to come
out of this, and if they have a
12-15 week sales cycle they will
be starting from scratch and all
those competitors will be a long
way ahead.”
Supporting partners
For those partners that need
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Gibbs said “I think the
answer to that is yes but perhaps
the medium we use to get
our appointments may need
reviewing. Telesales can still
function and still works but
with people not in their o ces
we need to be laser focused
on getting to the right person.
With this in mind, we are
seeing digital as a very good
tool to engage with the right
person within the businesses
you are targeting. Tools such
as Linkedin are proving more
popular so how we use those is
key in hitting the bullseye on
the rst shot.
I think we have all seen a
pause in our net new sales after
the initial scramble for home
working applications. Again,
the answer I feel is how we
adapt and change as the old
methods will mean it’s a lot
harder to get to the right people
and close the sale. It is also key
that we think about tools that
can ‘unclog’ our pipeline. Look
at working with nance houses
to see what they are o ering,
and also look to suppliers to see
if they have launched new ideas
to get customers signing again.”
Worboys added, “We would
encourage resellers to focus
on the best route to their
customers. It is looking unlikely
for all typical working practises
to go back to normal any time
soon, but that’s not to say that
business can’t still be achieved.
Focus on how you can improve
your sales team ability to
distance sell through online
demos and meetings. Make sure
your team is properly set up to
do this and ensure your supplier
has the tools and resource to
support you.
It’s also essential to evaluate
the products and solutions you
are selling. Customers largely
require cloud solutions that
can enable quick and e ective
home-working capabilities.
Ensure you have these products
in your arsenal and make sure
you are tailoring this solution to
the particular sector or vertical
of your customer, relating to
their current challenges, by
demonstrating how you can
add real value with relevant case
studies.”
Cauchi said “What the crisis
has done is expose weakness,
not create it. If your pipeline fell
o a cli then the chances are
a lot of it wasn’t real and you
were su ering from ‘ ctional
pipeline syndrome’. Your
salespeople were hanging onto
those opportunities because
they wanted it to look fat
and healthy so they got their
mortgage paid for another
month. If you haven’t used
this lockdown to spend time
training your salespeople to sell,
rather than take orders, then
shame on you.
You need to teach your sta
how to e ectively prospect
through tools like LinkedIn
during this time, we generated
£658,000 last year through
LinkedIn alone and it’s just me
and my wife, although we could
call on the global resources
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