No one wants to talk about the damn pandemic. I sure don’t. But, for many of us, it changed the way we do things. Change sucks. Makes you second guess everything.
Our well defined, tried and tested, ‘strategy’, became a crapshoot. The ‘typical’ ways of hitting targets were no longer producing consistent results. The targets were displaced. Scattered.
Then a phenomenon, although predictable, happened. Stakeholders started to really enjoy not being in an office… with phones… ringing relentlessly. Working ‘remotely’ was a mitigation strategy.
As Business Developers for Tech-based clients, getting to the right stakeholders is key. We needed to change our operational methodology. No longer were our outbound call campaigns generating adequate returns.
"No longer were our outbound call campaigns generating adequate returns."
We developed a multi-track approach. We affectionately call it our ‘whatever the f… it takes’.
We redefined our entire Service portfolio. Today, in addition to our legacy call campaigns, we added several ‘touch’ campaigns. Including targeted, account-based emails, utilizing AI generated insights.
Yes, AI-generated insights. We implemented platforms that gives us access to new layers of actionable data. Artificial Intelligence embedded technologies… it’s like being able to see around corners.
In all this change, this unlikely, intrepid slog… we added quantifiable value for our clients. We now connect them with more highly vetted, qualified prospects.
My point… many businesses, service industries, became better because of the pandemic. Many others didn’t and perished. Survival is a great motivator. Maybe the lesson is… periodically, challenge your environment, shed your skin, reinvent yourself.
-JF
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