The world of B2B sales is now fully open.
When the pandemic hit, “pivot” was the word on everyone’s lips. How could businesses pivot to accommodate the new normal?
But the word that seemed better suited to what I was doing in my newly acquired role in the world of sales was “repurposing.” Here I was, a Delivery Service Partner-turned-CBE, in charge of North American mid-tier operators and new logos and I was in isolation at home, without so much as a desk but with a million questions. How could I talk to my customers without meeting them face-to-face? How could I address business needs that the pandemic had rendered moot? How could I repurpose existing products and resources to offer new and unexpected value propositions?
From recreation to B2B
Luckily, I had much experience in repurposing – at least on a recreational level. Refashioning, or repurposing, old or broken items is a beloved pastime of mine. I once turned a decrepit pair of pointe shoes, which no ballerina worth her salt would ever let touch her feet, into a stunning piece of art.
The idea captured the imagination of Amdocs’ (mostly male) marketing mavens, and so it was, in an Amdocs rebranding effort that predates “Make it Amazing” by eons, my team and I refashioned ballet shoes to match Amdocs’ new color palette. The resulting marketing material was beautiful.
The best woman for the job
We’re at a time in which the one-time-sale is quickly becoming a thing of the past, and with it, aggressive salespeople who just want to ABC – always be closing. The world of B2B sales is now fully open; it’s a softer world in which SaaS and cloud solutions offer consumption-based formulas and open-ended subscriptions, and as a result, it’s a world in which the best man for the job is often a woman.