Dec 8, 2020

Reconstructing the Next Normal: IntelePeer’s Solution Selling Development Series

As businesses around the world re-open their doors, many are confronted by the same overwhelming question: Now what? With the pandemic here to stay, what some called “the new normal” quickly became the norm.  Desperate to maintain their loyal customer base, companies searched for ways to reinvent their business models in the hopes of proving that they could not only survive but thrive. Today, businesses and leaders learn that they can reimagine the post-pandemic return and rebuild for a world beyond the Coronavirus. Welcome to the Next Normal.

Despite this year’s numerous challenges, many businesses are thriving. What is driving their success? How are customer habits evolving, and which of these will be permanent? What adjustments should companies make to better capture their new reality and address current customer pain points?

Over the last several months, IntelePeer has helped its partners answer these questions with enthusiasm. We believe that our channel partners are an extension of our brand and that it is critical to provide them with the tools and support they need to succeed.  As part of our transition to normal, IntelePeer introduced creative solutions to traditional events, altering how we interact with our partner community. To help partners consider what comes next, IntelePeer unveiled a solution selling development series: Under Construction. This multi-session webinar series was designed to help our partners adapt their sales and marketing strategies for the increasingly digital environment.

The series began with a yoga and meditation session led by Safia Pulliam, a holistic health and wellness expert. This 30-minute exercise allowed partners to take a break from the endless string of webinars and conference calls. Now that many of us are working from home full-time, and the line between work and home is increasingly blurred, we must prioritize self-care. Creating a designated workspace, adhering to a routine, and taking periodic breaks are essential for maintaining a healthy work-life balance.

Under Construction continued with a session featuring Angela Leavitt, CEO of Mojo Marketing. This session explored the history of economic declines and how innovative companies leveraged down markets to sharpen their message, hone their skills, and overtake the competition. Leavitt shared industry best practices that she argued will help companies not only survive but allow them to grow during periods of uncertainty. She proposed a complete overhaul of marketing programs, including digital updates, thought leadership initiatives, and an emphasis on providing superior customer experiences. While the pandemic continues to threaten our ability to thrive financially, it has also served as a reminder that innovation and resilience are often rewarded. As our partners contend with the question of “Now what,” this session reaffirmed that while normal may not be around the corner, their next normal may be the greatest thing to ever happen to their business.

The next speaker was Tim Pollard, CEO of Oratium and the author of “The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design.” Too often in sales, we utilize a one-size-fits-all slide deck that fails to address our stakeholders’ real business problems. In this increasingly virtual environment full of distractions and disconnect, we must reengage our audience and deliver a message that resonates. Throughout two sessions, Pollard discussed how you could elevate your sales presence in this challenging new climate. The first session covered how to craft a meaningful sales message using the seven hallmarks of brain-aligned messaging. In part two, Pollard explained the importance of establishing trust with your audience and how your language and style play a vital role in your delivery. This learning event provided partners with a crash-course in exceptional communications, arming them with a unique set of tools and concepts as they reconsider traditional forms of communication.

The series concluded with a charity Casino Night to benefit Computers with Causes, a non-profit organization that donates repurposed technology to low-income students. The Casino Night included Blackjack and 3 Card Poker, allowing partners to network, win prizes, and play for a good cause. Due to our partner community’s hard work and generosity, IntelePeer raised $3,900 for Computers with Causes, helping to narrow the digital divide and provide technology to students who need it the most.

After months of hard work and preparation, IntelePeer partners are ready to return to work. Over the course of five sessions, partners developed tangible skills and concepts to aid them in the post-pandemic return. The series has prepared them for a world beyond the Coronavirus, arming them with the tools they need to adapt their sales message for whatever comes next. However, it is just the beginning. This experience reminds us that even as professionals, we are still learning — adapting as circumstances change and, yes, even as the world turns upside down. We must permit ourselves to be works in progress, willing to shift our perspective as our customers demand our creativity and compassion. So, for you sales and marketing pros out there, here’s a little tip: your audience is tired of hearing about the ‘new normal.’ They’re ready for what’s next.

Liana Brown

Liana Brown

Liana is our Partner Marketing Specialist. Liana is from Denver, CO, and has a B.S. in Public Relations and Political Science from Syracuse University. When she isn’t working, Liana is doing yoga, hiking with friends, or eating lots and lots of snacks.