9 tips for closing B2B sales in the post-Covid era

[samiaseo222]

Let's imagine a scene. A salesperson from a B2B company welcomes a visitor to their stand at one of the main fairs in their sector in Europe, shakes their hand, has a brief conversation, gives them a brochure and a piece of merchandising, they exchange business cards and arrange a business lunch for a few hours later. In 2019, this would have seemed like a completely normal scene.

In 2020, we would use any adjective to general manager email list describe this situation except “normal”. Our lives have changed (at least in the short and medium term) and the same is happening with companies and their strategies to close B2B sales in this new post-Covid era.

Just as we will no longer see for a while those B2C salespeople who used to attack us on the street or enter a building to offer certain products or services door to door, the physical sales networks of B2B companies are also suffering from the coronavirus crisis . If you have multiple types of potential customers, consider whether it’s worth redirecting marketing efforts towards industries less affected by the crisis or if there is a sector where your solution is particularly relevant or useful in these circumstances. You should also consider which marketing tools are best suited to this situation.


Business trips, visits to companies and presence at trade fairs and physical events have been reduced to unprecedented levels. This situation will continue for months at best, if there are no new outbreaks and lockdowns. If that was your company's customer acquisition model, you need a new plan.