Knowing When to Pivot During a Pitch

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. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!