QUALFIED EXECUTIVES' SESSIONS

The tried-and-true may need some help.  Proximity to executives is essential at the events you invest in. How they translate to movement in your pipeline depends on how well they are qualified for working on the problems now (this quarter) that your solution addresses.

Priorities shift quickly. Executives’ focus and priorities shift quickly without much of a signal. Asking executives whether the problems they are working on to solve now are ones you can address improves your ability to align with the right person at the right time.

Use modern tactics to learn faster. Traditional methods such as conference-sponsored introductions, conference booths, dinners, and focus groups, though valuable, cannot adapt to the dynamic nature of changing corporate priorities. When you need to understand shifts, you need a way to gain reliable insights quickly.

The right person at the right time.  Opportunities exist if you can find and help buyers address challenges within the immediate quarter.  

Getting closer to executives. In volatile and shifting terrains, you need proximity to your executives.  Ask yourself, how might you navigate the shifting terrain and challenges of access and timing?

Focus is everything. In these contexts, a buyer's attention is firmly fixed on current problems, showing little interest in potential issues not directly on their radar.