WEBINAR: HOW THE SALES PITCH HAS CHANGED

Speakers include: Christine McMahon – CEO, Christine McMahon & Associates, LLC. Steve Palec – Chief Marketing Officer, Irgens. James Burnett – Director of Public Relations, Kane Communications Group. Moderated by: Kimberly Kane, President of Kane Communications Group. In 2009, Oxford Economics USA published a research findings report on the “Return on Investment of U.S. Business Travel.” In it, they found that more than 28% of current business would be lost without in-person meetings. 11 years later, amid a global pandemic, that traditional sales model came to a screeching halt. A global survey of B2B business decision-makers conducted by McKinsey in May of 2020 found that almost 90 percent of all sales have now moved to a virtual sales model. Surprisingly, more than half of those surveyed believe this is “equally or more effective” than sales models used before COVID-19. And many expect the sales model to stay this way for 12+ months into the future. So, how are they doing it? Without the comped courtside seats to basketball and baseball games, lavish dinners, endless meetings for drinks … or even the “I was in the neighborhood” drop-by’s … some sales executives have found new ways to remain relevant, empathize with their prospects, pivot their pitch and continue closing deals. In this webinar, we’ll hear from a panel of sales executives to find out what’s working for them (and what’s not) to help them close new deals and win back business lost during the COVID-19 pandemic.