Time to get moving
You decided you're ready for a comeback.
You can't make one standing still.
So name them. The three to five accounts that would change the trajectory of your career if you won them.
Not the easy ones. Not the ones already sending you business. The names that would change your number, your reputation, and the way your VP says your name on a call.
You know exactly who they are. You've known for a while.
And most of them have already told you no.
That's why you stopped calling. A no from a small account is a Tuesday. A no from one of these lands somewhere else, so you quietly moved on and filled your week with accounts that were easier to face.
Here's the uncomfortable part. Count the months since you gave one of them something worth their time. Not a mass email. A real approach, with a real insight.
If that number embarrasses you, good. Use it.
Because a no was a snapshot of one moment, under conditions that have already changed. New administrator. New service line. A contract they've soured on. A problem that didn't exist the last time you were in the room.
They didn't close the door. You did.
Do this now
Write down three to five accounts that would change the trajectory of your career. Names on paper, not in the CRM.
Next to each, write the number of months since you last brought them something of value. Look at the number.
For each one, find an insight they can't get anywhere else. What you're seeing in their market, at comparable institutions, in reimbursement, in workflow. Specific and local. If you can't produce one, that's the work you skipped, not a reason to wait.
Call today and ask for fifteen minutes. Not a demo. Not a check-in. Fifteen minutes to share what you're seeing and hear what's changed on their end.
Do not apologize for the gap. Do not explain it. They are not keeping score the way you are. Open with the insight.
Tonight, write down what has changed at each account since the last no. That's the entire return on the call, whether or not you get a meeting.
Five accounts. One afternoon. Nothing on the line except the discomfort of dialing.
You decided you're ready for a comeback- now start the work
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