It has been a tough time for the world as everyone attempts to navigate a new normal amid the coronavirus pandemic, social unrest and economic uncertainty. From a personal standpoint, many of us are practicing social distancing by staying inside, canceling plans, and avoiding crowded spaces. Professionally, there are many questions that arise about how one should move forward…not the least of which centers around working from home.

Selling is now and will forever be different! There is a tremendous amount of uncertainty/fear. As a result, it is exceedingly difficult to schedule face-to-face meetings and almost impossible to connect with actual decision makers. Even when the social distancing restrictions are lifted, I believe there will be significantly fewer meetings scheduled. That means the importance of each meeting will increase dramatically and the dependence on videoconferencing/web calls will be at an all-time high!

I believe it will be much more difficult to unseat incumbents (the last thing they want is one more thing to change) and that means close rates will worsen, sales cycles will elongate, and pipelines will shrink. Add to that increased scrutiny when making purchasing decisions as well as budget/cash flow concerns and competing priorities.

This session will share best practices for selling from home, the importance of pre-call preparation, tips to engage in sales conversations versus sales presentations, how to sell value versus price as well as how to create a sense of urgency with the risk-averse/cautious buyer.


Presented by John Boyens, Co-Founder and President, Boyens Group®

John Boyens is a Sales Productivity Expert and Business Strategist. He has dedicated his business life to learning all he could about sales, selling, the sales process and different buying behaviors. Starting in 1979 John has been a salesperson, managed a sales force, was an executive sales leader for three Fortune 1000 companies and for the past 20+ years a business owner of the Boyens Group, a sales training and consulting firm. John is the author of two books: Creating a Productive Selling Zone®, and Real World Sales Strategies that Work. He is also a contributor to Forbes and John is a graduate of North Central College, is an active member of the National Speakers Association, a Vistage Speaker, the Executive-in-Residence for the Jones College of Business at Middle Tennessee State University and has been named one of the Top 100 Productivity Experts to follow on Twitter. Learn more at or