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It’s going to be a while before we go back to in-person events. To maintain sales & to keep expanding & maintaining our business networks, on-line & virtual events are going to be the way to go for now.

There are some great things happening on line, I’ve attended several webinars on how to cope with the impact that COVID-19 is having on business. Here is a run-down of some events that may be of value to us tech sales pros:

1. AWS Innovate

Register here: https://aws.amazon.com/events/aws-innovate/?innovate-agenda.sort-by=item.additionalFields.category&innovate-agenda.sort-order=asc

AWS Innovate Online Conference is designed for executives and IT professionals looking to leverage the AWS Cloud to build and innovate at scale. Hear the very latest in cloud vision during the keynote by Glenn Gore, Chief Architect, AWS, and the closing by Olivier Klein, Head of Emerging Technologies, AWS, and Dean Samuels, Solution Architect Manager, AWS. Take the opportunity to dive deep into any of the 80+ business and technical sessions delivered by AWS experts. This free online conference is designed to inspire you; educate you with respect to AWS services; and help you develop the skills to design, deploy, and operate infrastructure and applications.

2. April 22: Startup Grind Doug Thorner and Sabina Zolot throw some great events. One is coming up on the 22nd.

Register here: https://www.startupgrind.com/events/details/startup-grind-denver-presents-elizabeth-giorgi-co-founder-ceo-soona-founder-ceo-mighteor-presented-by-aws/#/

3. April 14th: How to maximize sales in a virtual world. (Yes, shameless plug for my meetup)

Register here: https://www.meetup.com/Colorado-Technology-Sales-Meetup/events/269931521/

4. The great people at Built In Colorado have great events listings.

Chris Kelly co-founded a multi-million dollar business in 2009 during the “Great Recession,” and is in the midst of launching another new venture now that we’re back in turbulent times.

On this live and interactive online event we’ll discuss how entrepreneurs can analyze our current economic situation and strategize to build businesses for the future.

Be sure to RSVP and join at https://event.webinarjam.com/register/42/g32qkuxq (or at http://onlinestartupevents.com if joining at the last minute)

https://www.builtincolorado.com/event/how-and-why-my-business-started-recession-chris-kelly-online-event/64485

5. Ramp Up Remote: How to Build Community + Culture in Distributed Teams

ORGANIZED BY GENERAL ASSEMBLY
APR 9 11:00 AM – 12:00 PM Founders Networking

As we all watch the evolving COVID-19 situation, companies around the world have rolled out mandatory remote work to reduce the risk. For many years, people have predicted the rise of technology would allow jobs to become more distant from the office. Is this a revolution and a glimpse into the future of work or just an emergency move?

In partnership with Hypergiant Industries and Salt Recruitment, join us for a virtual panel discussion on the Ramp Up Remote: How to Build Community + Culture in Distributed Teams. We invite you to come and learn how businesses are working to build and nurture a new remote-work culture that can outlast the coronavirus outbreak.

This event will be hosted online (Livestream) due to safety considerations, please check out the “Preparation” section on the bottom of this page. Registered participants will be notified in advance of this program with information on how to log in to the event.

*Please note that by RSVPing to this event you are agreeing to receive communications from our partners.

Preparation

• This event is taken completely online via Zoom.
• You will need access to a laptop or computer with strong internet connection.
• Event set up information will be emailed to all signed up the day before the event launches.

https://www.builtincolorado.com/event/ramp-remote-how-build-community-culture-distributed-teams/64233

BONUS: Denver Growth Hackers, April 16th, 6PM

Register here: https://hopin.to/events/denver-growth-hackers-is-technology-an-addiction-or-an-asset

Michael Ostrow knows how to run a fun event.

This event will include a Fireside Chat, Virtual Networking Rooms, and the ability to chat 1-on-1 with someone..

The Fireside Chat will be with Rob Krecak, who will be chatting with us about how we can better utilize our tech without becoming addicted..

During a time like this, we may be more invested into our phones and electronics.. Is that a good thing? Are we becoming more addicted to ever little ping and notification on our phone?

Let’s chat about some ways to keep our focus and sanity during this quarantine.

The event is Thursday, April 16th, from 6-7:00pm (with networking after 7pm).

Many of us sales professionals have had a big hole punched in our pipelines & forecasts over the past couple of weeks.  So, what to do about it?

Having an issue like this is one thing, however, those among us fortunate enough to work for seasoned sales leadership will have an opportunity to do something about it.  The word ‘responsible’ is a combo of the words ‘response’ and ‘able’, able to respond, over merely flinching and reacting.  Our sales tactics and strategies need to be adapted, we need to respond to this crisis with a plan going forward.  Having an issue shouldn’t be an issue as long as you are pro-active and responsible about presenting a plan to resolve this situation.

For those of you under extra pressure, get a plan together and work that plan with your sales leadership.  Do this ASAP.  Work the plan, adjust the plan and keep working the plan.

TACTICS:

I’ve been sitting in on a few webinars on how to sell remotely, how to sell during this crisis.  Some point to this being a great time to get back to basic cold prospecting.  Get your prospects cell phone numbers and reach out to them.  Some people are craving some real contact over email or text.

SOCIAL SELLING:

If you can identify the right prospects to reach out to, pro-actively send them LinkedIn invites with a short, but thoughtful intro line that will encourage them to respond.  LinkedIn caps your open invites to 3000 at a time, so use them!  Your LinkedIn network won’t tap out until you hit 30,000 contacts.

Strategically, your outreach and messaging needs to adjust.

1. Think like a CFO – think about how do you affect the ROI.
2. Acknowledge times are tough.
3. Go through whole pipeline and re-qualify EVERYTHING.
   1. Have another discovery call.
4. Lead with Empathy “Sounds like a stressful time for you?”
5. Lead the call – if there is noise, call it out and mute it
6. “Be the Expert” a’la Challenger Sales style.
   1. If you are not familiar with Challenger Sales, buy the book or search YouTube for tutorials.
   2. I know not everyone will agree with that specific methodology, but I find it useful in the tech sector, where we often find ourselves presenting IT executives with new ideas and ways of doing things.

TIPS ON VIDEOCONFERENCING:

1. Dress well for Zoom sessions
2. Camera ON and at eye level
3. Have the room light in front of you, not behind you, use natural light if possible.
4. The Economist half-jokingly said that you should have your home office backdrop  include bookshelves or wall hangings, not your TV as the size of your home TV is in inverse proportion to your social standing.

MODIFY YOUR CONNECT QUESTIONS – how has the virus / quarantine affected….

1. Buyer
2. Company
3. Marketplace
4. Industry

“Hey, how are things, everyone there holding up?”

So, lets get back to basics, call your prospects cell phones, acknowledge we are in some strange days and quickly move into business.  Set in-person meetings for 90+ days out but start the sales conversations today.

Yours in Sales,

Bob & the CTSP.