The special guests for episode 3 of the EPIC Podcast by GIACT are Corey Kleinbauer, GM & VP of Sales for U.S. SMB at SAS and Brett Petersen, EVP of Sales and Client Relations at GIACT. 

The topic of discussion for this episode is the massive shift to online selling due to COVID-19. Some of the questions answered during this episode include how has sales changed in 2020, how has the purchasing process changed and how do sales teams cut through the noise and quickly address the pain points clients and prospects are having.  

Given the effects of COVID-19, nearly all of b2b sales has been driven online. In the early days of the pandemic it was about having the physical location to conduct business and having the right technology in place to conduct sales but it has now shifted to understanding clients and prospects current needs and adjusting the sales process to the new normal.   

The days of jumping on an airplane and flying to a prospect for a 2-hour meeting are over – maybe over forever. The expectations now with online selling is that the sales presenter will get straight to the point, and the solution will be helping solve a major pain point for the customer. Especially during this time, companies are focusing on solving problems where they have a very urgent need. There just isn’t the desire to listen to sales presentations about nice to have solutions – IT resources and budgets today are more limited.

www.sas.com

www.giact.com