What did you do to change your engagement process?
Activities will never be the same. Review the tools you are using, the platforms you are engaging on and reward systems that drive behavior.
Are you surrounding and educating the influencers who surround the decision ultimate maker?
Gaining the awareness and attention of a single individual is difficult and should be evaluated. More decisions are influenced by the team that reports into that single individual than you give credit to. Are you nurturing those relationships?
Are you overselling on a one-to-one?
Have you taken your one-to-one industry expertise and scaled it’s reach on social platforms? Get people to know you and the value you bring without ever meeting them. Call it brand, reach, reputation, it is a critical activity that continues to be disregarded. They know you before you even engage.
What specific skills have your team gained over the past 12 months?
Upskill activities or replace a process with reskilling. It is a hybrid world moving forward. Phone and in-person engagements are critical points in a transaction, but they have moved further down the chain in timing. What is done prior to the face-to-face or phone call defines the outcome.