Kevin is deep into sales for both Array Digital and Rival Digital after taking a step back over the past few months, which means he has gotten back into sales calls.
We have a process that we follow during a sales pitch and a slide deck that goes through all of the prospect’s digital marketing. Naturally, a new salesperson will follow from top to bottom because that’s what they’ve been told to do. That information is important for the client to see but you’ve got to know when to stop and change directions to ensure they see the most important information.
Listen to the prospect and switch gears to get into the things that are applicable to them.