How Can I Build Pipeline for the Long Run?

We asked sales development leaders to give us their quick insights on an un-rushed prospecting approach. Here’s what they said – 

Liz Meuse, Manager of Global Sales Development at Hootsuite, offered up, “Slowing things down can be counter-intuitive but has proven effective. Gone are the days of five reach outs over three days. People are taking their time making buying decisions, and the prospecting approach needs to be updated accordingly.

Furthermore, “Building relationships, providing resources without expectation, and demonstrating a genuine interest in someone’s well-being during COVID-19 will get you further than smiling and dialing.”

We also checked in with Ted Stockton-Smith, Manager of Virtual Sales at Duo Security, Cisco. He advised, “It’s worth taking a few extra moments to understand each business’s current situation and their specific challenges. Offer insights where possible that can help them best adjust to remote working.”

He continues, “We know that by making small but necessary adjustments to our messaging, we can further strengthen our pipeline of quality relationships that will be long-lasting. This will hopefully lead to new partnerships with us in the future.”

This Quick Answer is a summary of insights from OppGen community leaders. Learn more about OppGen.

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