Whether facing supply or demand turmoil, CSOs can take action to ensure customers and sellers are thinking future-forward. Use these basic strategies to deal with frustrated B2B buyers and sellers — and to lead the sales force itself: GartnerSales
Whether facing supply or demand turmoil, CSOs can take action to ensure customers and sellers are thinking future-forward.
“These disruptions have a profound ripple effect on customer trust and seller motivation," says Maria Boulden, VP and Executive Partner at Gartner. "Sales leaders should make sure their teams limit the fallout — and even capitalize on the turmoil." If there’s a complete lack of supply, brokering a short-term relationship with a competitor is an option. While not ideal, this is a powerful opportunity to guide the customer on the differences they’ll see in the competitive offering. And that means it’s important to stay close to the customer to observe what they’re experiencing. When the crisis ends, you’ll all have a clearer view of what differentiates you as a supplier, motivating your customer to stay committed to the relationship.
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