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Organizing and preparing for a meeting with a potential or current client can be difficult, no matter where you are in the sales cycle. You often need to bring in precious internal resources, such as technical sales, product managers and senior management. Their time is limited and everyone else on your team is competing for on a daily basis.
Team-based, role selling demands greater orchestration among your internal resources and the right amount of preparation. But assembling your internal team costs time and money. Therefore, it’s important to utilize everyone involved to the maximum and ensure each person is actually contributing to the sale.
Take the time to get it right. Watch my video for 5 tips to make sure your client and prospect meetings have a higher chance of gaining momentum through your sales process and turning into a win-win sale. Happy selling!
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter