“I think visibility is so incredibly important in selling because we are all limited on our time.” – Kate Martin in today’s Tip 1491
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Our friends at Allego are making it possible for me to take some time away with the family by featuring a bunch of EnableMinutes from their new show. This one comes from Kate Martin. Kate is the Senior Enterprise Account Executive at Allego. Here she is:
Kate Martin: I think visibility is so incredibly important in selling because we are all limited on our time. And so much of sales is catching people at the right time. You might have the right message and be hitting the right audience, but unfortunately, timing doesn’t align. Every time I do a demonstration, I set up a digital sales room. And in that digital sales room, I like to give back the demonstration and even clip it up into topics so that it’s really easy for them to go back and consume. And what I find is that there’s usually an initial flurry of activity. People are looking at it. And of course, in ideal scenarios, people move forward through the sales process and we get to a yes or a no. But very frequently the timing is off or priority shift or even leadership changes, and they might go quiet. You don’t see anything from that person for a while. Then all of a sudden after multiple months, I make it a notification that comes right to my email that says such and such person is going in and they’re looking at these specific materials. And it’s just a fantastic indicator that I need to go jump back on that.
Scott Ingram: For links to connect with Kate and to follow EnableMinutes on LinkedIn, YouTube, TikTok, or Instagram, just click over to DailySales.Tips/1491. Once you’ve been over there, be sure to come right back here for another great EnableMinute. Thanks for listening!