He has done more keynotes in the last 10 months, but it’s not the same energy
Was in three countries a week
Sees come companies making the shift to virtual and are making big strides, but he thinks it’s the minority
He thinks many companies are struggling with virtual
Healthcare is hurting in this remote world
Many doctors are using the pandemic as an excuse to not meet with healthcare reps
They didn’t find value in meeting with the healthcare reps
Being average is a choice. Being a commodity is a state of mind."
Customers may not want us to go back to the new normal
We’re more time-sensitive now
We don't want to lose time commuting to a silly meeting
Good salespeople have success in any circumstance
The informal moments have disappeared so the good salespeople are engaging with their clients and prospects on social media accounts and deepening the relationships that way
Great salespeople have great empathy
Great salespeople go from pushing their offers to pulling their prospects toward them
Find your prospects who want to engage on multiple platforms and deepen the relationship
He thinks the phone is less viable now (I disagree, but he has some good points)