Going into 2021, what is your #1 burning marketing challenge?
Send me a note via our Contact Page. I read and respond to every challenge.
2020 was the worst! We started 2020 out great, and then kapow! You know the rest of the story.
As we enter 2021 we are seeing clear trends that will impact your sales and marketing:
- Sales requires “executive access.” Even small purchases still require executive approval. You have to sell to the highest rungs of the organization to move your deals forward.
- Relationships are churning. Managers have lost their decision making authority. Even small purchase decisions require executive approval. This is exacerbated by increased turnover in procurement and middle managers.
- Just-in-time buying. Companies of all sizes are delaying purchase decisions to the very last minute. They are buying, but it’s smaller purchases, last minute.
With the complexities we face going into 2021, how will that impact your sales and marketing?
I have a lot of hope for the New Year. I am anticipating the start of the recovery in April. This will coincide with broad distribution of vaccines, warmer weather, and pent up demand with consumers and companies.
In the last 90 days of 2020 we have seen a surge in proposal activity with our customers. There’s a lot of good activity taking place that will materialize in new deals in the first half of 2021.
I’d love to hear what your #1 burning marketing challenge is going into 2021. Shoot me a quick note.
If I can offer you any specific advice, I will. I will also use your responses to frame some of my topics and webinars going into the New Year.
