The Work-Life Balance Factor: Adjusting Sales Approaches to Connect with Prospects

My career began as a sommelier in restaurants, working nights, weekends, and holidays, where the grind and hustle culture is glorified, mostly because there is no choice. It’s an “all hands on deck” situation every day and you either get on board, or you’re out. Sales are very much the same. High stakes, high pressure all in the name of the cause. The world of sales reminds me very much of the camaraderie of being ‘in the trenches’ with others in restaurants. There is magic that happens when people unite around a common goal, when they lean into it and believe wholeheartedly in something. When restaurants all but disappeared in March of 2020, I, like all of you, was left trying to figure out how I could do what I do, with the same effect, online.

I founded Acquire in response to a need: to connect people who were otherwise alone. It gave me immense purpose during one of the most challenging times in my life.

It was a big “why.” For a moment in time, we were given a sacred pause. For the restaurant business, it was the most profoundly difficult time any of us had ever experienced. It was simultaneously filled with so much beauty. I watched my community experience firsts: they got their evenings and weekends back, they took up hobbies, and they began hiking and immersing themselves in nature. One of my sommelier friends even got a camper and became a campground host, moving from site to site where she was needed. They didn’t ask for it, and it came at a massive cost, but they got their lives back. We all did.

Acquire has grown and shifted dramatically in a few short years. As we have made changes to our model, the question I ask myself again and again is: how can we do this more efficiently? Balance is often preached but is rarely practiced. It is hard, even when you believe in it. For us, returning to normal does not mean returning to how things were in the past. Rather, reinventing the way we do business so that we can live comfortably in a new space: a space where we know how to engage and connect efficiently. We are all aware of the luxury that technology affords us, so why not harness its power for good, while giving both you and your prospects your time, and therefore your life back?

Virtual events are not a replacement for in-person. They are an additional tool in a salesperson's toolkit.

When carving out a strategy for our clients, we ask them to look at their leads, and where they are in the funnel, and decide who is most important to connect with. Timing is everything. Inviting warm prospects to a demo call, for example, where we allow space for attendee engagement is an efficient way to lay the groundwork for building the relationship needed to move the deal forward. Inviting valuable, high-ticket customers who are up for renewal to a high-end virtual wine tasting featuring a thought leader, who offers them more than just the beautiful gift of wine and cheese but gives an additional takeaway, is paramount. We up the personalization by using our virtual events as information-gathering tools. We take notes on your attendees during the event and share them with the sales team to foster more personalized connections by sending a thoughtful gift, or a more personalized follow-up message.

We are a company that is rooted in hospitality, meaning that we consider how we affect others in all aspects of what we do. Working efficiently is hospitable. Not demanding so much time from your prospects, customers, and teammates is hospitable. There is tremendous power and efficiency in virtual events. They are comparably economical, offer wider reach, and are an easier ‘yes’ for invitees.

Everyone burned out on virtual wine tastings. Thankfully, that is not what we do.

Our engagements drive attendance, offer an easy yes, and increase engagement all while elevating your brand and amplifying your content.

Let us help you connect powerfully and efficiently, so you too, can have your life back.