Where Is My COVID-19 Playbook?

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The impact of COVID-19 on our lives is unprecedented. It is unlike any crisis we have faced before. Trying to contain and prevent the spread of the coronavirus is much like playing a game of Whack-A-Mole. But to make matters worse, we don’t know if we even have the right club necessary to win the fight.

Spike SanteeWhere Is My COVID-19 Playbook?
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Ch-Ch-Changes

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David Bowie (1947 – 2016) was a British singer, songwriter, and actor. In his hit song from 1972, Bowie sings, “Ch-ch-changes, turn and face the strange. Ch-ch-changes, just gonna have to be a different man.” Bowie was known for his chameleonic personality, always changing his looks and musical style. But the timeless lyrics of Ch-Ch-Changes represent a rallying cry or a call-to-action for people in the world of COVID-19.

Spike SanteeCh-Ch-Changes
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Twelve Easy Ways to Support Local Business

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“We are here for you during this pandemic,” is a common phrase used in many advertisements. What does that mean? In most cases, it means they are open for business but practicing safety measures and social distancing. If you are in B2B sales, instead of just paying lip service to “being there for your customers,” here are twelve easy things you can do to help your customers right now.

Spike SanteeTwelve Easy Ways to Support Local Business
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The Customer Needs Reassessment

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Dan was considered a successful salesperson. He had an extensive list of customers and significant annual billing. Dan’s clients liked him because he always got them a “deal” with his company. Like most salespeople, Dan saw a dramatic drop in his business when COVID-19 hit. March was rough, April was terrible, and May looks awful. Recently, Dan learned that his biggest customer was now buying from Dan’s competitor. When he called to find out why the customer said they were making new plans and felt like the other vendor was more focused on their unique needs.

Spike SanteeThe Customer Needs Reassessment
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You Need a New Commercial Now

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History shows that pulling back or canceling your advertising during the COVID-19 pandemic will cost your company more in the long run than what you think you are saving in the short term. Finding the strength, and the money, to stand firm in the face of economic decline is the challenge. Developing the right message is essential.

Spike SanteeYou Need a New Commercial Now
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Four Keys to Productively Work From Home

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Despite reports over the past few years about the benefits of working from home, the current effort to maintain productivity by working from home during the pandemic could backfire and generate a productivity slump that threatens economic growth for years to come, says Stanford economist Nicholas Bloom.

Spike SanteeFour Keys to Productively Work From Home
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What Color is Your Parachute

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The term “golden parachute” describes an agreement between a company and an employee, whereas the employee will receive certain significant benefits if the company terminates the employee. These benefits include severance pay, cash bonuses, stock options, or other benefits. Companies created golden parachutes to attract and retain skillful business leaders.  But golden parachutes have come to represent excessive compensation regardless of the executive’s performance, even if they are forced out for poor performance, even a scandalous event. If COVID-19 has displaced you, what color is your parachute?

Spike SanteeWhat Color is Your Parachute
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Did You Make the Problem Worse

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The COVID-19 pandemic has affected our economy, unlike anything we’ve ever seen before. The stay-in-place orders have hit the retail sector hard, causing advertisers to cut back or cancel their advertising altogether. As you watch your advertising sales dwindle, and you search for an answer, ask yourself, “Did I make the problem worse?”

Spike SanteeDid You Make the Problem Worse
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Time to Rethink Sales “Training”

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In recent weeks, I’ve found myself homebound like many other business professionals, more by choice than by circumstance because I’m trying to run my business from home and not travel all over the country like I used to do. With the Internet and modern software tools, I can work with multiple clients, thousands of miles apart in a single day.

Spike SanteeTime to Rethink Sales “Training”
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