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Sales Meeting

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May 4, 2012

Dave Brock and 1 other person answered this question

Have you ever received anything at a sales meeting that you actually kept?

Like Robert, I no longer have to buy casual clothes--I have so many t-shirts, warm up jackets, caps, etc.
Without meaning to be contrary, perhaps the very best take away is a well executed program that enables them and motivates them to take action immediately ... more

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Sales Meeting

Nov. 15, 2011

Shaleen Shah answered this question

How do you determine whether to have a face to face meeting or a virtual conference with a customer?

I agree with you here; Nothing beats face-to-face interaction that can help you interpret non-verbal cues which is quite limited when you're web conferencing with someone. I think it's human nature; we are social beings and we trust what we see in person, before we ... more

Oct. 20, 2011

Stella Stevens and 3 other people answered this question

What has to happen in meetings with salespeople for the executive to feel it was effective?

Executives are generally results-oriented people.
So an effective meeting with a salesperson is not necessarily one where a deal is made, but one which has the executive envisioning and expecting a positive result for themselves and their company. more

Sept. 28, 2011

Jim Frank and 3 other people answered this question

Is "Selling to VITO" still relevant? In this day in age, how is sales getting meetings with executives?

sales formulas get us into trouble. that is why "acronym selling" (any sales formula that uses an acronym or catchy name to explain itself) is recognized as "phony" by the client.
"Poof " your credibility is gone in a flash. 2 things make a great sales ... more

Sept. 3, 2011

Richard Simpson and 9 other people answered this question at this roundtable

Prospecting and Getting in the Front of the Pipeline [8/18 @ 1 pm]

How much research should you do on a client when your product price is $180,000?

Great post from Dave, and some great insight in other posts as well. Although, with regards to Erik's comment, the value of the deal effectively sets a limit on how much time or resource you can invest in research and selling before you have made ... more

Aug. 19, 2011

Erik Luhrs and 1 other person answered this question at this roundtable

Prospecting and Getting in the Front of the Pipeline [8/18 @ 1 pm]

When is it a good idea to send over an agenda for the meeting to your prospect?

Never send an agenda. The client will read it and start making assumptions.
Instead, state it/create it at the outset of the meeting with the client. They will then own it and go right into it. more

Aug. 18, 2011

Dave Brock answered this question at this roundtable

Prospecting and Getting in the Front of the Pipeline [8/18 @ 1 pm]

What is different in your approach when dealing with supply-chain personel vs. end users?

Don't know that there are any easy or fast answers. If over time, you can start to build some relationships so you can get some better insights. Also, potentially leveraging senior management in your company to meet with their management and better understand how they ... more

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Top Contributors

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Robert Koehler

Points: 50

Global Sales Enablement Follow Following Unfollow

Barbra Gago

Points: 50

Head of Global Demand Genera... Follow Following Unfollow

Dave Brock

Points: 50

President and CEO Follow Following Unfollow

Tom Scearce

Points: 40

Principal Follow Following Unfollow

Matt Heinz

Points: 30

President Follow Following Unfollow

Steve Bistritz

Points: 18

President and Founder Follow Following Unfollow

Steve Lightstone

Points: 10

President Follow Following Unfollow

Carlos Hidalgo

Points: 10

CEO Follow Following Unfollow

Erik Luhrs

Points: 10

Creator / Founder Follow Following Unfollow

Jill Myrick

Points: 10

Sales Team Meeting Expert Follow Following Unfollow

Scott Albro

Points: 10

Founder, CEO Follow Following Unfollow

Roger Silvermane

Points: 10

Founder and CEO Follow Following Unfollow

Michael A Brown

Points: 10

President Follow Following Unfollow

George Lawson

Points: -2

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Jim Frank

Points: -2

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