Every time my phone rang, every email I received…

I wondered, was I next?

See, our business development program was clicking on all cylinders.

Our pipeline was full from the top of the funnel to the bottom.

2020 was on pace to exceed our targets.

But then COVID happened.

Suddenly, prospects were canceling projects or reducing budgets. Our pipeline dried.

Companies I was targeting were letting people go and telling me budgets were frozen.

I felt defeated. I was concerned that I might be let go.

After the initial shock, I refocused.

I asked, what urgent and important problems were companies experiencing now that we can help solve?

What types of companies were experiencing these problems?

And what value could we offer these organizations, up-front, to start a conversation and build a relationship?

Soon after refocusing, our new business pipeline bounced back, and it’s now deeper than before the pandemic started.

And I have more confidence than ever before.

Hit reply and tell me how you have refocused to better serve in our new normal?