The Business is Out There – Are You Getting Your Fair Share?
Odds are that your sales team has spent months trying to navigate the choppy waters of a rapidly-changing global economy. Let’s face it: this summer’s been anything but smooth sailing.
Though markets are finally starting to rebound from pandemic panic, many current lead gen initiatives have been cast adrift. Tradeshows, in-person meetings, and many other reliable sources of new business have all but vanished. Office buildings that once thrummed with activity are now vacant, as most organizations have shifted their employees to working from home.
However, that doesn’t mean that all of these organizations are closed off from making new purchases. After all, everyone’s trying to find their way through this—which means there’s still plenty of demand for the right types of services.
With everything else you’re focused on, how can you address that demand and ensure that you’re getting your fair share?
First of all, you need to know exactly where that demand is. VSA and our clients have identified these three growth trends:
Digital Transformation. Regardless of how the new business world takes shape, it’s sure to involve more virtual employees. Most companies are eager to implement software and Cloud-based systems that will enable their staffs to work at peak effectiveness from anywhere. Of course, no one feels this need more urgently than those companies who didn’t make smart Digital Transformation investments before the pandemic and have since realized how profoundly those investments could’ve helped them.
Supply Chain Management. Whether international or domestic, many companies’ supply chains have been massively disrupted by the global scale of the pandemic. From building materials to tools and equipment, from medical supplies to toilet paper, and from food services to laptops for kids who need to attend school remotely, both B2B and consumer industries have been impacted on a significant scale. This has left many organizations frantically exploring new supply chain management solutions that they can truly count on to overcome these challenges.
Trusted Advisor Business Services. Lawyers, bankers, accountants, consultants and HR professionals—all are in demand when companies go through restructuring, which almost everyone currently is. The challenges of COVID have driven home the value of adding outside perspectives, and rebuilding companies are forced to do more with a thinner workforce. This is the time to approach potential clients with personal attention—and to offer wisdom and partnership, not just a service. Most can use a trusted advisor.
The turbulence and uncertainty of the post-COVID marketplace has indeed reduced demand for some goods and services; as these examples show, however, it’s greatly increased demand for others.
Many companies recognize the need to meet this demand, but don’t have the time, bandwidth, or expertise available as they scramble to adjust to their own post-COVID reality. They need a trusted partner to step in and help them claim their fair share of the demand in the marketplace. That’s what VSA is doing right now.
By remaining laser-focused on these specific areas of high demand, we’re getting through to prospects, setting appointments, and helping our clients cut through the noise. Give us a call if you’re interested in exploring how we can help you get your fair share.