Through the past few months of having to manage and operate business development through social distancing and work from home scenarios, the opportunity for gaps in the BD process have had the opportunity to widen. This is nobody’s fault and everybody’s fault at the same time, so no use in pointing virtual fingers that are easy to avoid when you are sitting on the other side of a computer screen in a meeting.
The key to minding these gaps is to recognize them quickly. Once they are recognized throw a solution at them. You’ve all read 10s of 100s of sales books, so thrown an idea at it. It doesn’t matter if it’s the right solution or not just yet. The longer you wait around and try to find the perfect solution to fill that gap, the wider that gap will get and you have another problem waiting for you once you find that “perfect” solution.
Recognize it and fill it.
Life Of A Traveling Salesman 