Ugh. Meetings.

Vol. 2 Iss. 18

🔥 Hot Take

Let’s Have Bad Meetings

Too often, especially when selling, we take meetings without set objectives. When asked, every meeting is “good.” Based on what criteria? The prospect was friendly? They didn’t kick you out?

When objectives are set before every interaction, we can finally measure how good a meeting really was. We dream of a world where bad meetings exist because we can measure why. That’s real accountability for our results.

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🔗 Link

Remote Sales Meetings Work

Hubspot offers us this interesting study. It shows companies that have stuck with a remote or hybrid sales meeting strategy have outperformed companies that went back to all in-person meetings.

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💡 Big Idea

How Do We Get Meetings?

It’s harder than ever to get a prospect’s attention these days. It’s especially hard trying to get a decision-maker to make something a priority. That’s why you take so many calls for quotes instead of getting in earlier.

But what does get attention? Insights. We’re talking about helping your prospect understand why something is happening to them. Show them a new way to think about their problem. What insights are hiding in your organization that if they knew about, would gain their attention?