Birdie's Hack: Build strong in-person relationships
Build strong relationships and take every opportunity you can to do so in person! There are a lot of companies out there solving problems, selling you things and wanting to work with you. Differentiate yourself by listening to them, getting creative in how you can solve their obstacles and go out of your way to meet them in person. In fact, make it a point to get to know the entire team and not just the decision maker. When I began building the Happy Returns relationship with Rothy’s, the VP of Operations was my main point of contact and primary decision maker. But, I went out of my way to individually get to know members of the Ops, Finance, Tech, Marketing & Product teams because I knew our integration and partnership would impact every single one of them. Make yourself an invaluable resource to your prospect before, during, and after the sales process is complete.