Meetings Matter

It is remarkably difficult to get live meetings with senior level prospects these days and that difficulty makes it all that much more important.  Paradoxically, because anyone can identify and target a particular individual in a prospect company, he or she becomes “hunted” and absolutely swamped with inbound attempts to get his or her attention.

So, your sales teams’ ability to initiate and grow meaningful relationships with prospects is very important.  Finding an affinity with the prospect (School, nationality, experience, avocation), engaging them incrementally over time and, when the time is right for a live meeting, keeping it short and dialing back the pitch are essential.

 

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