COVID19 "Remote Working" Day Sixty Nine of Sales

 

Today marked the last day of the month and the last day of the and quarter for me.  Nothing changed from yesterday, however I did get a tad bit exciting when I had a call from my net new prospect for a call meeting as soon as possible.  Of course I dropped everything and jumped on the call. That call was more about understanding the two proposals so that he could present to his team later today.  Keeping my toes and fingers crossed that this may happen tomorrow or the end of this week.

We had a weekly sales wrap us today at 11AM. I was impressed because we put up some great numbers for last week at almost $200K.  Then this week which we're only two days into it we logged another $150K.  Pretty awesome numbers and a pretty awesome team.  Seems no one has given up and as we enter the last half of the year those numbers will only get better.

In a day that I had no meetings scheduled I ended up with three.  One was the email that I spoke about and the other two were from a couple of calls I put in. One of those calls resulting in creating a small opportunity for $7K.

Today I read a thread from a Linkedin connection that posted a comment to one of my posts.  The headline was "82% of the workforce will be back to the office in the next 12-18 months".  That reply is below.

I really didn't think much into it but agreed that cold calling in person is not acceptable now. In addition I replied to the public sector bit and those that are working from home.  At least in NJ I'm thinking most that are working those public jobs will be back in the office at some time this year.

Later in the day I had a chat with our Major Accounts rep and the chat was about the tough time getting those majors to do something. I was told that many of the objections to not moving forward is because more majors are looking to reduce office staff (more remote) and reduce space.  Therefor the thought of the decision makers is that they will not print as much and will not require as many print devices.  Which makes sense from what I've been reading and what I've heard from others and then the reply on Linkedin today.

Sometimes right place, right time does matter.  I've never been a majors person and I believe that's because I don't have the metal capacity to wait months on end for orders.  Seems to me now that maybe there is a slight advantage to doing business with smaller companies that don't have the logistic issues that COVID19 has created. 

If someone asked me, how should I go about selling in COVID19?  My first suggestion would be to not focus on majors and go after those the low hanging fruit.  Of course the revenue won't be as much from majors but something is better than nothing.

Our sales meeting last for about 45 minutes and I was able to set up shop in my backyard.  It was quite awesome that I could soak up some sun for those 45 minutes.  Of course lunch was next course of action.

The afternoon was spent developing a quote for a smaller opportunity that popped up yesterday, crossing off to do's and then a meeting with that small opportunity.  This opportunity may have some legs later this week.

About 4PM I wrote another blog for my Jersey Plotters site.  This one was a little tough and took the better part of and hour. You can read that here if you wish.

Tomorrow I have one on-site appointment and I'll also spend time sending my once a month constant contact email to 700 net news that I want to stay in front of.  This email will mark the third one since I restarted doing them on the first day of the new selling month. I've generated one order for $7K for those two emails. Just something I need to keep doing because I'm thinking no other rep is doing their.  Set yourself apart from others, dare to be different right?

As always when I start a new month I take a look to see how many selling days there are.  With the Fourth of July there are only 21 selling days. In addition I'm taking a weeks vacation. July will be interesting!

-=Good Selling=-

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@TML posted:

Hey Art!  It'll be interesting to see how the public sector transitions back.  My wife being a public sector employee, the county she works for is trying to have their folks in on staggered schedules with distancing, masks, yadda yadda yadda.  In her particular job, the courts are open but on an extremely limited basis with video conferencing being their preferred route.  There's still a lot of jobs in the public sector that require butts in a seat in that office or in the field doing their job.  I've heard more from people that don't want to be working from home so there's also the push to get back in an office setting of some sort.  


Not sure what the volumes will look like going forward.  I can tell you we've had some very long time, predictable customers making decisions now that I wouldn't have thought they would.  You just have to keep powering through and putting in the hard work and activity.  With those two (and the luck part too....) we're thinking end of the summer is the upswing on things.  

Prospecting will also be interesting.  What will be acceptable, when will it be acceptable and what will peoples reactions be.  I think it'll depend on where in the country you're making these touches at.  In Central PA, I feel like you won't get the stink eye or thrown out, but that's yet to be seen haha.  All that can be done is continuing to do the job we've all been doing for so long.  Out executing the competition and always being honest are a few things I know will continue to carry my team to success.  Good luck and enjoy that vacation!  Where ya going the beach

Thanx for the reply.  Yup staying home for the entire week, get crap done around the house and will be at the beach almost everyday for a few hours.  Need to replenish my supply of sea shells and glass.

I have two municipalities, now actually three that are moving forward with building new municipal buildings.  All have been funding and all are just about ready to start.  Curious to see how that's going to work out moving forward also.

In New Jersey it's common to get the stink eye along with "you can't read can you, we have a no soliciting sign"

Hey Art!  It'll be interesting to see how the public sector transitions back.  My wife being a public sector employee, the county she works for is trying to have their folks in on staggered schedules with distancing, masks, yadda yadda yadda.  In her particular job, the courts are open but on an extremely limited basis with video conferencing being their preferred route.  There's still a lot of jobs in the public sector that require butts in a seat in that office or in the field doing their job.  I've heard more from people that don't want to be working from home so there's also the push to get back in an office setting of some sort.  


Not sure what the volumes will look like going forward.  I can tell you we've had some very long time, predictable customers making decisions now that I wouldn't have thought they would.  You just have to keep powering through and putting in the hard work and activity.  With those two (and the luck part too....) we're thinking end of the summer is the upswing on things.  

Prospecting will also be interesting.  What will be acceptable, when will it be acceptable and what will peoples reactions be.  I think it'll depend on where in the country you're making these touches at.  In Central PA, I feel like you won't get the stink eye or thrown out, but that's yet to be seen haha.  All that can be done is continuing to do the job we've all been doing for so long.  Out executing the competition and always being honest are a few things I know will continue to carry my team to success.  Good luck and enjoy that vacation!  Where ya going the beach

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