In the current market, buyers are hesitant to move forward. In these uncertain times, they’re afraid they’ll make the wrong decision. And with multiple buying influences involved in every deal, it takes a lot to convince and manage buyers that a purchase is worthwhile.
Every delayed deal impacts sales quotas and win rates. So when buyers hesitate, sellers can’t. Sales organizations have to pivot quickly to meet buyers where they are. They must look for opportunities to shift their go-to-market strategy. They must consider ways to expand key accounts. They must think of new ways to show value. These changes mean sales organizations need to equip sellers with new sales processes and skills to succeed.
That’s just what global healthcare diagnostic leader bioMérieux did in the wake of the COVID-19 pandemic. In a recent webinar, we spoke to Lara Mitra, Senior Director of Sales Capabilities at bioMérieux, to explore how they implemented a sales transformation strategy to handle uncertainty in the market and prepare for the future.
- Learn how implementing a sales methodology and common sales language add structure and purpose to sales processes, training and coaching
- Discover how a CRM powered by sales analytics delivers insights that build a sales pipeline and move deals forward
- Find out how to master the art of messaging and drive change throughout your organization