One of the big things I have been prioritizing early this year is being in person, in the field.
Over the last 2 months I have spent around 50% of my time in the field, live with prospects, customers and partners. I have made it a non-negotiable to show up in person regardless of the title of the persona.
Looking back on last year, I realized that I missed out on a lot of really good pipeline generation and conversion opportunities by not showing up and instead just being okay with being virtual. This also effected my ability to deeper develop champions.
I can say without a doubt that I have uncovered two new opportunities already that I would not have if I was on Zoom.
Overall the in-person stuff has required a lot more energy and effort, but has been well worth it. Some of the major themes I have seen already:
- The ability to read the room and body language and pick up on things you don't see/hear virtually
- Using those cues to lean in in certain areas when you hear/see something and get deeper into questioning
- The ability to challenge thinking or "how it has always been done" - not sure why but for me this is easier done in person
- Being told things you wouldn't be told virtually
I am going to push to be on-site or in person every chance I can.
How is everyone else thinking about this in 2024?
