Insights and Research for Marketing, Sales Development and Sales

The spread of the coronavirus (COVID-19) is impacting daily life, and marketing and sales leaders need to know how to rapidly adjust in this changing business landscape. In our survey of high-growth companies, 79% of respondents indicated that pipeline has moderately or significantly decreased due to the coronavirus.

Without access to traditional in-person activities, leaders are struggling to meet demand generation targets and must increase outbound prospecting and explore digital and virtual substitutes. The cancellation of live events and conferences—one of the biggest categories of demand generation activities—has impacted the creation of pipeline for 87% of those surveyed.

Below are specific recommendations to help your organization quickly adapt to improve demand and pipeline in days, not weeks or months: