Keeping the Prospect Engaged | Sales Strategies

I recently had a conversation with a really smart sales VP who said, "I need my team to remember that our job is to provoke our customers. It's to make people think. It's to bring them new ideas that they had never thought about before."

Businessman holding check sign.

Building a Buyer-Verified Pipeline

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those seller-focused pipelines were popular didn’t mean they were effective!

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