How to Guide a Conversation From a Future State

A study by rain sales group found that 58% of B2B buyers felt like sales meetings were a waste of time. And it was because they didn't feel like the salesperson really understood what they were trying to accomplish or understood their situation. If you can suggest things based on your research, which we'll unpack here in a second, if you've seen the situation a lot between your preparation, it really gets the call started off on a good foot. That's really kind of the big takeaway here.