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How do you build a successful pipeline in a challenging economy? You can’t control the changes currently happening with the economy or the changes to come. What matters is how you respond in each moment, focusing on your pipeline. If you’re not sure how to approach selling in the current economy, fear not – our guest today brings the knowledge and experience that has helped him find great success in his business. Alex Levin is the Co-Founder and CEO of Regal.io, and he’s here today to sit down with your host Donald Kelly. Together, they share the wisdom that can get you through a tough period in the market and even help you see it as an opportunity for growth.

4 Tips for Success During Challenging Economic Times

• Invest in your craft. If you have enjoyed the luxury of a fairly passive sales experience during the last couple of years, now is the time to shift gears. Get better educated on how you can take a more active role in selling rather than taking orders and filling them.

• Learn to create urgency. People get used to the way things are, and when they’re cutting costs, they aren’t actively searching for new places to invest their money. It’s your job to help them see how much better things could be if they use your product or service.

• Go to conferences. During the height of COVID, doing everything online made a lot of sense. Now, buyers are starting to get out to conferences again. These are great places to network with peers and make personal connections with new and existing prospects.

• Do things that don’t scale. Now is the time to show your clients how much they matter to you. If you have the resources, find ways to meet with them in person or be physically present if there are events where you can support them. Become a respected part of their team rather than just a voice on the other end of a phone line.

Advice For New (or Experienced!) Sellers Trying to Build Pipeline

• Selling is a journey. Don’t put a ton of pressure on yourself to be perfect or know everything right from the get-go. The best sellers in the world had to start somewhere, too.
• Keep a learning mindset. When you have opportunities to get better educated about your product or sales, take them!
• Have real conversations with your prospects. Discovery calls are not a venue for you to grill your buyer or spew lists of facts about your product. Find out what they need and help them decide whether your product is right for them.
• Identify your champion. When reaching out to a company, locate who will actually be helped the most by your product and get to know them. Honestly, take an interest in their goals and see if your product helps them achieve those goals.
• Get in an SMS or Slack conversation with your prospect. Start a running dialogue and build trust.
• Be an honest broker. Build trust with your prospects by accurately representing what your product can do and actively listening to their pains and needs. “Sales is not a one-turn game” – you never know how things will shake out in the future.

Resources

Connect with Alex here. 

E-mail Alex: hello@regal.io

Sponsorship Offers

• This episode is brought to you in part by LinkedIn.

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• This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, we often find ourselves in a quagmire where we’re not progressing, and deals are not going the way they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To learn more about TSE Sales Foundation and our next start date, go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Free SFX, Soundstripe, and Bensound provide audio. Other songs used in the episodes are The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.