Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti

Name: Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti
Uploaded: 2023-01-04T16:00:33+00:00
Duration: 59 s
Channel: Kevin "KD" Dorsey
Description: A short excerpt from a YouTube interview (Kevin 'KD' Dorsey episode) discussing the value of in-person final pitch presentations and personalization in…

4 Jan 2023 · 1 min

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A short excerpt from a YouTube interview (Kevin 'KD' Dorsey episode) discussing the value of in-person final pitch presentations and personalization in sales. The speakers argue that asking clients about their in-office habits and securing budget to bring clients to your office can improve win rates; an anecdote notes SmartBug lost a competitive deal after a rival agency flew the client to their office. The exchange emphasizes creativity in arranging in-person meetings even in a remote era.

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But I don't think in person needs to stay old school. You know, there are final pitch presentations. There are still plenty of people that go to the office multiple times a week, if not full time. And understanding if that's something that your. That your client is in office, like asking that question and pushing your leadership for a budget to be able to do final pitch in person, my guess is that your win rate might have some positive momentum from being able to do that. You really set yourself apart. And. And I, I am Katie, starting to see it a little. Like, we, for the first time at SmartBug, we're in a competitive deal, and we had heard that the person we were, the other competitive agency, had fly the client out to their office to do final pitch, and guess what? We didn't win that one.
No, it's huge. And I do, I think people are sleeping on it a little bit right now, like, oh, well, we're remote. We can't. And it's like, no, you're just not being creative enough.