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Why shouldn't we stop prospecting in times of crisis?

Should you stop or continue your B2B prospecting in times of crisis?

We are starting the fifth week of lockdown, and at least 4 more weeks are ahead of us.

This first month has forced us to organize new working habits, set up remote working, an office corner at home, state aid (bank loan, BPI...), sometimes resorting to partial dismissal...

Now, there's an essential question:

Should we stop prospecting or should we speed it up?

question: stopping my sales teams or boosting prospecting
Should you stop or speed it up?

All our activities have been more or less impacted by this global crisis. Fortunately, some companies still have the possibility to make a choice.

There are two options.

Option 1: Save your cash at all costs

  • Cut the Ad's budgets (Google, Facebook, LinkedIn...) and the communication actions;
  • Stop the emailing campaigns (nurturing, newsletters and, cold-email);
  • Stop the commercial prospecting: partial layoff of some teams including Marketing and Sales (SDR, BDR, Business Developer, Inside Sales...) ;

In short, curling up in a corner until it's over.

When your Sales teams don't prospect, don't sell...
Option 1: wait for it to pass

However, your prospects' days are looking like this right now:

The concept of time is not the same...

  • No time lost in commuting;
  • Fewer meetings, no breaks at the coffee machine;
  • A shorter lunch break;
  • Days that start earlier and end later;

⏳ Remote working gives back time to your interlocutors

...way more "bandwidth."

  • Significantly fewer emails received;
  • Very few commercial calls;
  • Taking a step back from their working methods and looking for new tools;
  • A lot more time spent on social networks and Slack groups;
  • A need for contact with outsiders

In short, everyone needs contact with the outside world 😏

Option 2: Accelerate commercial prospecting 🚀

During this unprecedented crisis, we can create new relationships, even from a distance of more than 2m 😉

Your interlocutors are more willing to listen...

  • Much higher opening and response rates, more meaningful reading times ;
  • Webinars, and replays, which have never been so successful;
  • Visibility and sharing of clearly boosted publications;

...and more opened

  • Faster and easier appointment scheduling ;
  • More "friendly" and relaxed discussions;
  • Demonstration of new tools is well received

Today's prospecting, based on more friendly relations, prepares the right conditions for post-crisis sales.

Guillaume Moubeche, CEO of lemlist, testifies

You should not forget you built your commercial pipeline over the long term: tomorrow's results will reflect today's strategy. The strategy of the sales teams is currently to continue prospecting and helping their customers.

Don't be afraid to speed up your prospecting.

Use this time to test new approaches.

In times of crisis: don't stop prospecting and call your clients.
Prospect and test new business approaches

Let's talk... 👇🏻 Which option did you choose, for what reasons?

discussion: stop or continue prospecting

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