Social Distance Selling

Social Distance Selling 

Social Distance Selling - could be what some would call an oxymoron, but regardless if it is or isn't - it is a reality. As many sales professionals shift their work space and workflows, we thought we should share some tips on how Matrix 's every day core capabilities can help you sell smarter, faster, and more efficiently.  

• Matrix is cloud-based, providing easy access to all the information you need in one place, including, but not limited to, revenue, customer’s history, contact information, and crucial insights
• Want Matrix on your mobile device? Check out this Quick Video or follow these steps:
• Nurture existing relationships by leveraging your contact list, update any contacts if necessary, & see the last time you checked-in/scheduled an activity
• Schedule a call or video conference to keep face-to-face communication (Slack, Skype, and Zoom are just a few of our go-to’s)
• Send personalized emails utilizing list builder & mass action emailing
• Setup alerts to help keep you organized and on top of future opportunities:
  
  • Accounts without Future Billing
  • Lingering Deals
  • Quiet Accounts
  • Should Have Booked By Now
  • Win-Back Accounts
• Leverage the Activities module to manage correspondence, including emails and phone calls
• Not getting the revenue you want? Identify your KPIs and measure them using the Activity Report
• Managers can have effective virtual one-one-one meetings using the AE profile
• Ensure 2020 budgets have been entered for AE’s and numbers have been updated if necessary
• Stay on top of and manage the pipeline through the deals management page
• Download important events and meetings to Outlook to help track efforts
• Delve into Account List cleanup action
  
  • Get old/inactive accounts off your list and into a placeholder
  • Remove lead/prospect accounts that haven’t converted into a billing account from your list
  • Merge duplicates
  • Overdue deal cleanup
• Update pending deals that are past the due date

Below, we thought we would expand beyond technology to share some more social distance selling tips that will help spark ideas so you can continue to succeed:

• Create an external communication strategy: 
  
  • Be persistent with a strategic mix of client touches 
  • Segment your customer base by using list builder
• Know your client’s world has shifted as well:
  • Be sensitive 
  • Be positive (there is a silver lining, sometimes you just have to look for it a little harder)
• Leverage icebreakers, i.e.:
  • 'Today I am asking everyone I talk to, where is the one destination they would like to go to right now (money and health crisis aside)', or
  • If working with a group, start with ‘tell us something nobody knows about you’
  • Get more phone and video conferencing icebreakers here. 
• Be personal! Selling has always been personal, but even more so now - how can you help your clients achieve their goals? Right now more than ever, a ‘together we can’ approach is a must!

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