The Various Crisis that led us to kickstart Digital Sales Transformation
Have you ever thought about it that Crisis probably happened for a reason?
Just last month, a junior of my reached out to me to ask me about my own journey on how I am able to stay afloat in times like this.
So i told him my story. The reality is that I have personally faced crisis worse than this COVID season earlier. We had to pivot to sell without the grants, after experiencing a fraud in 2018. We had to think how to sell a painkiller rather than a Vitamin. To many, CRM System is a Vitamin and what they really needed is more leads. And hence we started a business unit selling prospects/appointments instead of a CRM system.
Selling was relatively easy. Since the value proposition was really clear and straight forward, pay as you get the appointments set for u. However it was really tough as a business model, to scale the business the only way is to increase the headcount and on top of that, it was not sustainable. We need our customers to grow with us.
We need to find a more sustainable business model. Hence we had to pivot again! We had some success stories with being able to generate substantial number of quality prospects for some of our prospects. Hence, i thought, how about consolidating our learnings into a curriculum. Instead of giving our clients the fishes (ie. the leads), what about teaching them how to fish?
We have built the CRM system for them (the fishing rod), but its only effective and sustainable if they know how to fish!
So I took the next month just focusing on SOP-ing what worked and what failed in the process of prospecting for clients in different industries.
And thats how we evolved from selling CRM to selling Appointments and thereafter Training Programmes. And as we launched our training programme, we realised a need for businesses to built their own sales & marketing system too, and hence we kickstarted the sales and marketing automation service on top of our training programmes.
Each down, brought us a higher up and looking back, i am thankful for how the crisis led us to various pivots and for us to reach to a state of clarity on what we need to do to fulfil the mission of allowing businesses to grow in sales through the blend of education and technology. And today, we could continually serve companies with our mission through the support of the government.
So don’t waste this Crisis. It probably happened FOR you not TO you. Will be good to take this time to innovate and transform. No struggles, no growth.
