The Center for Sales Strategy

OCTOBER 16, 2023

One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client. The success of these meetings lies in both the setup and the execution.

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Meeting Objections Analysis Prospecting 84

Sales and Marketing Management

APRIL 21, 2020

We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas. Are we looking at a new normal for the meetings and events industry? SMM: What do you feel will justify the return to traveling for meetings and events?

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Meeting Face-to-face Travel Incentives 227

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

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Meeting Face-to-face How To Call-back 156

No More Cold Calling

MAY 31, 2012

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Read on, comment, and succeed through referrals: “Do your customers have a reason to refer you?

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Customer Referrals ROI Twitter 258

No More Cold Calling

FEBRUARY 4, 2016

.” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. I know many companies offer discounts or monetary rewards when customers refer a friend. The short answer is no. But think about it.

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Referrals Incentives Incentive Discount 120

Sales and Marketing Management

MAY 6, 2019

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list. That attitude, however, significantly impacts the ability of a company or business to meet its objectives.

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Meeting Demographics Analysis Sales Enablement 184

criteria for success

AUGUST 3, 2022

Let's say you're a super social salesperson who frequently meets people at networking events. If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! Create a list of your desired outcomes before the meeting. Handling Objections.

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Sales Meeting Meeting Objections ACT 98

No More Cold Calling

DECEMBER 7, 2023

Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). You schedule 10 referral meetings (because people will always take meetings with salespeople who’ve been referred by people they know and trust). No more than 20. 5 are a perfect fit.

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Referrals Scale Decision Maker Sales Qualified Lead 194

Sales and Marketing Management

NOVEMBER 1, 2017

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. SMM: When you talk about more purposeful meetings, are you saying we need to increase the human element and have less focus on business results?

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Meeting Licensing Motivation Conference 192

Julie Hanson

MARCH 16, 2022

As a presenter or speaker, it’s unsettling when your audience looks bored in your virtual meeting. Many people adopt a very blank expression when sitting in front of a screen or camera, which I refer to as Resting Business Face. Should you confront when your audience looks bored in virtual meetings? So what do you do?

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Meeting Face-to-face Energy Call-back 103

SBI Growth

AUGUST 3, 2013

Meet Kathy. Generates meetings with decision makers inside of your target prospects. Marketing’s Role in Social Selling: Training and quick reference guidance on social selling best practices. She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader.

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Meeting Top of Funnel Marketing Lead Gen 303

Bernadette McClelland

JANUARY 14, 2024

It becomes your reference point for success again in the future. So rather than me succumbing to any fear or bias, being able to reflect on this reference point (aka evidence) opened my thinking up to ask for feedback on LinkedIn. And when you focus on that and find those examples, you can then make better informed decisions.

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Hiring Face-to-face LinkedIn Guarantee 195

Zoominfo

APRIL 19, 2018

Have you ever tried to set up a meeting with a senior-level executive? Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. If you’re ready to improve your chances of meeting with C-level executives, we recommend the following strategies: Pay the price of admission.

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B2B Meeting Gatekeeper InsideView 165

Sales and Marketing Management

NOVEMBER 1, 2017

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. SMM: When you talk about more purposeful meetings, are you saying we need to increase the human element and have less focus on business results?

Meeting 120

Meeting Licensing Motivation Conference 120

Sales and Marketing Management

NOVEMBER 1, 2017

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. SMM: When you talk about more purposeful meetings, are you saying we need to increase the human element and have less focus on business results?

Meeting 120

Meeting Licensing Motivation Conference 120

Anthony Cole Training

OCTOBER 6, 2022

The start I’m referring to is the entire first contact process whether it is a phone call or an association meeting or the initial meeting after the phone call. I'm not just talking about the immediate "bonding and rapport" part of selling or a 5-minute segment of chitchat.

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Segment Meeting Buyer Sales 156

No More Cold Calling

MAY 25, 2023

Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year.

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B2B Buyer Referrals Sales Qualified Lead 177

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting.

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Meeting B2B Face-to-face Follow-up 98

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. What they also don’t realize is that people will refer them because of the trusted relationships they’ve developed. People don’t refer companies; they refer people.

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Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Here’s the beauty of a referral.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Allego

SEPTEMBER 1, 2020

In a business that relies on relationships, it’s much harder to maintain those connections now that in-person meetings are on hold. I also remember the days of stopping by someone’s office or their booth for a casual chat or to quickly touch base without needing to set up a formal meeting. Would you like to pick a date and time?

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Meeting Face-to-face How To Conference 127

Anthony Iannarino

MARCH 20, 2019

He had 107 slides in the deck, covering everything from the founding of the company to the executive leadership team to all of their service offerings, logos of clients, can studies, and references. The post Increasing Engagement in Presentation Meetings appeared first on The Sales Blog.

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Meeting Intent Study Research 79

Steven Rosen

APRIL 6, 2024

Third, it establishes a sense of accountability, as the manager can refer back to the written plan during follow-up discussions. Emphasizing the discrepancy between the emphasis placed on pre-call planning for sales meetings and the need for more focus on pre-call planning for coaching, particularly regarding difficult conversations.

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Conversion Influencer Coaching Call-back 156

No More Cold Calling

APRIL 13, 2023

It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. But prospects become clients much faster when you’ve been referred and have commitment from the leader than when you generate leads by bugging strangers (read: cold calling ). This was going a little above the speed limit.

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Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

JUNE 24, 2021

That’s great, because no one wants to refer pushy, aggressive people. If you provide a valuable product or service, and perhaps more importantly, a good buying experience, your customers will be happy to refer you. With a specific request like, “Who are one or two people you know I should meet?” You’re not that kind of seller.

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Referrals Outsourcing Services Sales Outsourcing Meeting 256

Bernadette McClelland

MARCH 30, 2023

He just had to carry the bags What I refer to as my ‘9 category school project’ was nervously submitted and I waited in pure anticipation. Whilst Tim nailed a sales role in a company that he loves, meeting his need for travel and selling a product he believes in, I am meeting my need for doing what I love as well.

Networking 397

Networking Licensing Up-Sell Banking 397

Sales Hacker

APRIL 6, 2020

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! In this article, you’ll learn how to use the freemium model to book more enterprise meetings. Leveraging the Freemium Model to Book More Enterprise Meetings. Repeat steps 1–3 of the Velocity Filter.

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Intent Data Lead Rank Intent Enterprise 75

Understanding the Sales Force

APRIL 1, 2024

Whether it’s Catholics who the Priest referred to, Jews that I referenced, various other Christian denominations, Muslims, Buddhists, Hindus, and more, we are all members of a group – a congregation, and a religion. He could have added war, crime, violence, hate, the border, and and squatting to his list.

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Decision Maker Call-back Training Groups 156

Chorus.ai

OCTOBER 14, 2020

Zoom has revolutionized how companies do business and in today’s remote world is the primary way Revenue teams meet with their customers. The Chorus Zapp is going to fundamentally change the way that you meet and sell. Think back to those days of in-person meetings. Let’s break it down. The Chorus Zapp. Real-Time Intelligence.

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Meeting Sales Meeting Call-back Revenue 62

Artesian Solutions

DECEMBER 6, 2018

Running an impressive sales meeting is no easy task. Did you know that the average seller spends 19% of their time attending sales meetings ( Super Office data ), they’re therefore a massive part of your role and something you invest a lot of effort in. So how to be better prepared for every meeting and nail that sales?

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Sales Meeting Meeting Ideal Customer Profile Decision Maker 64

BrainShark

NOVEMBER 1, 2016

Annual sales meetings, commonly referred to as “sales kickoff,” are more than your average meeting.

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Meeting Sales Enablement Sales Meeting Sales 100

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. In my experience, one thing great managers understand that their ineffective counterparts do not is the value of one-on-one meetings. In fact, you might be surprised to know that the vast majority of managers do not meet individually with employees on a regular basis. Tell me about last week.".

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Meeting Lead Rank Sales Qualified Lead Call-back 95

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. A growing body of research backs up what I’ve been saying for decades: At least half of those referred prospects will convert to customers.

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Referrals Social Media Cold Calling Sales Qualified Lead 156

LeadFuze

SEPTEMBER 30, 2021

Why is follow up email after meeting important? 8 Follow up Email After Meeting Templates. It’s time to go through your follow up email after meeting templates. Again, it was a pleasure to meet you at [Name of Event], and I look forward to seeing you again in the near future. 2 Ask for a Meeting. SIGN OUT].

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Follow-up Meeting Ideal Customer Profile Consumer 52

Pipeliner

MARCH 7, 2018

Most of us spend a good percentage of our business day in meetings. Some are good and some are bad but client meetings should always rock. A firm foundation includes a clear agenda built after you’ve internalized the desired outcome of the meeting and the next steps that should be taken. In other words, back into your agenda.

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Meeting Customer Case Study Sales Cycle 51

The Center for Sales Strategy

NOVEMBER 28, 2023

In species terms, a hippo is the world’s third largest mammal, but in business terms, a hippo refers to the Highest Paid Person’s Opinion. Have you ever been in a meeting where people ask for opinions, but no one speaks up until the HiPPO in the room speaks?

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Meeting Conversion 81

Jeffrey Gitomer

MARCH 5, 2019

Arrange a three way meeting. Setting the stage for the first meeting/communication can be make it or break it. Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness). Arrange to meet at a social event (theater, ball game). Get a letter of introduction.

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Referrals Call-back Cold Calling Meeting 284