If you are finding the long term nature of selling in Lockdown is now becoming a worry, you will likely need to change your strategy on the use of data analysis. Here are a couple of key points to consider;

If you and your team are focused on sales pipeline data you will likely be ‘leaking’ opportunity faster that you can secure it. Switch to creating a customer experience plan ‘CX’ and plot what happens. Once you truly nail helping a people from the moment they fall upon your content on social media, through to understanding what you do, learning from your company, getting helpful ways to connect with your team to build on knowledge, you will see an increase in referrals, often even before the first contact makes a purchase decision. Your behaviour flows on web analytics will be your new best friend.

If you and your team focus on data about sales, consider switching to looking ‘why not’ data. Look at factors such as Bounce Rate on web pages and blogs. This helps you understand if all that extra effort on social media activity is truly aligned with your core content. If your bounce rate is going up, you are wasting time, energy and money on social media that does not match expectations when you click through to your website.
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