As the market reopens, small EDA companies must reengage prospects, revive customer engagements, prioritize opportunities, and close them quickly. Many EDA companies have lost close to 6 months of active selling in 2020.
There are three actions that a CEO can implement today to accelerate sales:
1. Explore stalled opportunities.
Projects put on hold in Q1 are prime targets for short term business. End users have deadlines too. Every single stalled opportunity needs an urgent call to the highest relevant executive at the potential customer.
It is best to match executive levels for these calls. A small company CEO might call another CEO, or a Division General Manager at a larger company. A CTO always calls a CTO.
Begin making customer calls while competitors go back to the old ways of sending emails and waiting for prospects to respond.
