‘If you don’t invest in smart tools and technology now, your sales and marketing could go horribly wrong after the pandemic is over.’ – Jeff Anderson, VP Marketing XM Cyber.

Physical events, business conferences, and in-person meetings have been pushed back indefinitely and the global markets are in freefall. What happens to sales and marketing when we all emerge from quarantine post-pandemic.? Just like the travel industry changed after 9/11, the B2B sales and marketing world has changed and irreversibly so. As marketers, we will have to prepare for and adjust to a new normal.

Now is the time to innovate and quickly alter strategies by repurposing marketing budgets to new technology. However, recent research has shown that 61% of marketers are altering their short-term media strategy. However, only 9% are making long-term changes. 

What are these long-term changes marketers need to prepare for and how can businesses stand out in the post-coronavirus world? 

Face-to-face meetings and events may be a thing of the past

Let’s face it –  we may never be able to revert back to networking opportunities the way we did in the past.  Imagine an event where no one could shake hands. How to build trust and comfort with your prospects now that basic social meet-and-greet etiquette is no longer acceptable? 

Email and phone/video will get saturated

Knowing your prospect and researching your prospect’s company has always been best practice. As the exodus moves towards digital mediums, intelligent personalization will become a key differentiator that will distinguish between good and very bad sales. The damage done because of poor and unsympathetic sales will be irreversible and everlasting.

It is now more important than ever to double down investment in smart tools and technology to stay relevant, drive personalization and know your prospects and companies. 

iPhoneX mockup

At xiQ, we have experienced a huge surge in demand for our platform recently as companies are swiftly reallocating investment into AI-based tools and technology. xiQ’s next-generation AI-powered platform is built around “Leveraging AI to Humanize B2B”.

xiQ is a strategic differentiator for B2B sales and marketing that:

  • Provides unprecedented people level insights to enable intelligent personalization and enhances sales EQ (Building Empathy in sales)  
  • Streamlines account research by bringing everything a sales rep needs to know about their prospect in one easy-to-use app, saving valuable time. 
  • Lowers TCO, drives agility and delivers tangible and measurable results in $$$. 
  • Is adopted by sales, not shelfware. xiQ has tremendous uptake amongst sales rep as it is the ONLY tool that helps sellers sell.
Agility

Now is the time to innovate, not integrate

With budgets previously allocated to events and travel becoming available, it is imperative that companies invest in smart technologies that help:

  1. Personalize
  2. Differentiate
  3. Drive agility
  4. Lower TCO 
  5. Deliver tangible results and RoI.

How are you retooling strategies and budgets given the onset of Coronavirus? Are you innovating or integrating? 

ABOUT THE AUTHOR

Usman Sheikh

Founder and CEO

xiQ, Inc.

Usman Sheikh is founder and CEO of xiQ, Inc. xiQ has been developed on three principles:

  • Leverage AI to reimagine the buyer’s journey and customer engagement
  • Use of mobile technology to provide ubiquitous access to business-critical information
  • Design thinking to develop user-centric experiences

Prior to founding xiQ, Usman was a Vice President with SAP, SE where he had the first-hand experience with ABM and B2B Sales. Usman has worked in over 40 countries and lived in Singapore, Germany, and the United States. Currently, he resides in the Silicon Valley, San Francisco Bay Area.