A great EAE will take a portfolio approach leveraging each of these sales strategies but given the timing constraint, it’s best to rely on a personalized and referral-based approach. Thought leadership content and events are great strategies that may have a more mid to long-term impact.
While it's not worth the time and effort to fly overseas to meet in person. You still need a thorough process to build out the value proposition before discussing the price. Be sure to prioritize how you spend your time, and money, to close the deal.
When a client is under the gun, immediately pick-up the phone and call them to troubleshoot. The next step is to relay the issues back to the product team.