5 Secrets of Effective Sales Meetings

Only 29% of salespeople are on track to hit quota this year. For most sales teams facing a challenging year, the immediate has been to invest in pipeline generation. But spending more resources on leads without optimising conversation is like pouring water into a leaky bucket. Let's look at one of the most overlooked parts of the funnel - the sales meeting - to learn how to score a few wins and convert buyer interest into revenue more effectively. We'll touch upon adjusting your approach to qualification & discovery, increasing buyer engagement in meetings, effectively managing multiple stakeholders, capitalising on buying signals, increasing momentum between meetings to move deals forward, and much more.

Key Takeaways:

1. Focusing on volume without conversion is like pouring water into a leaky bucket.
2. The goal of the first meeting is to get the prospect to show up for the second meeting.
3. More stakeholders than ever are involved in buying decisions. Top-performing sellers know how to engage all of them in meetings and beyond.
4. Most sellers aren’t great at capitalising on buying signals. They also leave agreeing on the next steps until the last two minutes of the meeting. Both are costly mistakes.
5. Losing momentum means losing the deal. Buyers tend to mirror sellers’ response times. Are you set up to be in buyers’ inboxes within 2 hours of finishing the meeting?