The Sales Management. Simplified. Podcast with Mike Weinberg
A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
Apr 16, 2024
In this podcast, Mike Weinberg discusses the challenges faced by sales teams in securing meetings with prospective customers. He covers topics such as ineffective prospecting tactics, the importance of personalization in messaging, overcoming objections, and the value of virtual vs. in-person meetings. Listeners are encouraged to examine potential obstacles hindering their sales efforts and provided with resources for improving sales leadership and recruitment.
23:17
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Quick takeaways
- Improving prospect engagement requires emphasizing meeting value and ROI, addressing resistance with assertive communication.
- Challenges in securing meetings stem from messaging effectiveness, automation, salesperson dynamics, and adapting to virtual selling.
Deep dives
Factors Influencing Meeting Cancellations and No-Shows
One of the main challenges highlighted in the podcast episode is the issue of getting enough meetings with prospects and experiencing cancellations or no-shows. This problem was described by a senior executive from a software services firm who sought advice on turning this situation around. The podcast emphasized the frustration caused by a lack of meetings, hindering the opportunity to pitch solutions and build relationships with prospects. It delved into potential factors such as messaging effectiveness, automation and authenticity in outreach, the impact of salesperson dynamics during meetings, and the difference between virtual and in-person selling experiences.
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