“Now What Do We Do?” Declining Account Engagement During Times of Crisis

By Maria Geokezas, Vice President of Client Services at Heinz Marketing
The work we do as sellers and marketers is hard — it’s getting harder every day.  And that was before the pandemic.  This crisis intensified what we all saw coming – declining account engagement, lower lead quality and volume, more complex decision-making processes, ineffective channels, an overwhelming amount of content and messages.
Account Engagement with Fewer Options.
Since the pandemic hit, business leaders are asking themselves (and us) “Now what do we do?”.  Their most productive source of leads has disappeared.  Their teams are dispersed and disoriented.  And they are facing increasing pressure to replace that lost lead volume, refill their pipelines fast.  Channels that used to drive a significant portion of business are gone.  Salespeople can’t visit prospects and clients to build relationships.  Conferences and other large-scale events that were used to meeting new buyers and cement relationships with current customers