From Selling with Empathy to Compassionate Urgency: Sales Leader Focus Areas This Week

By Matt Heinz, Founder and President of Heinz Marketing
For three weeks, the idea of “selling with empathy” dominated discussions in sales management circles.  That may have shifted late last week, as some sales executives in our new Sales Leader Cocktail Talks series started encouraging their prospects to organize, decide and act to save (even grow) their businesses amidst the current economic shutdown.
In other words, despite the health conditions which we largely do not control, it’s time for businesses to decide how they are going to move forward.  How they are going to pivot and execute out of this situation.  And most importantly, how to prepare for the rebound and return of normal(ish) business conditions.
It’s a message and approach that requires a consultative approach, whether you’re a Challenger fan or a Gap Seller or just a fan of leading with value as a trusted advisor.  It requires, in some cases, pushing