Building Sales in the Times of COVID 19 Crisis

Generating lead flow & making sales in a social distancing environment due to the COVID-19 pandemic outbreak is posing an upheaval challenge for the businesses. What should SMEs do to shift from the crisis panic mode to a strategic mode that will enable them to ride out of the storm with a balanced approach to reposition for the future?

Apart from restructuring an effective remote work solution to ensure uninterrupted business continuity, sales efforts require unique, non-conventional approaches to circumvent the imminent revenue declines.

NASSCOM SME Council’s webinar series on ‘Building Sales in the times of COVID-19’ continues to bring a concerted guide to enlighten SMEs with nuances and cues to change sales approaches under these trying times.

This part of webinar deals with Account Planning and Account Management in difficult times that will enumerate tricks of the trade which increase Customer Lifetime Value (CLV) even amidst a turbulent macro-environment. Learn how expanding relationships between existing customers with efficient account planning will lower their defection rate.

The webinar in this series will discuss the following Key Focus Points:

• Customer Lifetime Value (CLV) calculation
• Account Planning in the current scenario – Selection of the right accounts, Account portfolio planning, Account Mapping, 5 P Analysis