The COVID-19 crisis has caused B2B sales organizations to re-evaluate their sales processes, re-tool their sales pitches, and otherwise adapt to fast-changing conditions in an environment of unprecedented uncertainty. But there are two aspects of B2B sales operations that are sometimes underrated and overlooked even during the best of times: lead qualification and lead management. During this time of crisis, and even after the economy emerges into a New Normal, qualifying your sales leads, and then managing, nurturing and re-ranking your sales leads over time, is more important than ever.



COVID Sales Lead Qualification and Management

Here are a few reasons why your B2B sales team needs to put lead qualification and lead management at the top of your priority list during COVID-19. 

Lead Qualification Helps Prioritize Your Sales Efforts 

During a time of crisis like COVID-19, it might seem like there’s no such thing as a bad sales

The farming industry has shown great resilience in dealing with what has been one of the toughest years in a long time. With the additional challenges that COVID-19 has brought, farmers have been under increased pressure to evaluate their immediate financial situation while keeping the farm going during unpredictable circumstances.

When COVID-19 entered New Zealand, farmers had to respond quickly to ensure they could continue to operate. This included ensuring work practices were safe and hygiene standards were met and compliant with the NZ Government’s alert level requirements. They also had to deal with more stock than expected as sale yards and processing plants were either closed or had significantly reduced operations. 

The industry has held strong through these tough times, and we are inspired by the resilience of farming businesses. At Xero, it has been our priority to get behind small businesses to help New Zealand get through the