(Live coaching session) AJ’s startup sells equipment to the global semiconductor industry. In early 2020, they were meeting regularly with some of the biggest semiconductor vendors, with one sale budgeted and another shaping up. Once COVID shelter-in-place began, contact with those companies slowed and eventually stopped. AJ discusses the problem with Dave Millman, founder of SalesDev.Global, and they formulate an action plan to restart sales during the lockdown. Key take away: The pandemic has not been kind to B2B startups, because enterprises are actively reducing risk. Ramping up outbound messaging activity and demonstrating continuous technical progress is one way to demonstrate that your company will be a survivor.