30 Minutes to President's Club | No-Nonsense Sales #53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Apr 28, 2021
In this engaging conversation, Anthony Cessario, VP of Industries & GTM Solutions at Clari and former VP of Enterprise Sales at Oracle, shares his insights on leading successful sales meetings. He emphasizes the importance of sending pre-meeting agendas to set expectations and starting with key takeaways. Anthony also explores how to navigate budget objections and the value pyramid to align solutions with client needs. Tune in for actionable strategies that transform sales conversations into impactful dialogues that resonate with prospects.
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Pre-Meeting Emails
- Send a pre-meeting email to all attendees the day before a meeting.
- Include timing, structure, your plan, and request feedback on the agenda.
Moments That Matter
- Define "moments that matter" – what you want attendees to say, think, or feel after the meeting.
- Plan the entire meeting around these key takeaways.
Handling Time Constraints
- When an executive offers limited time, force them to prioritize topics.
- Offer options for what can be covered within that timeframe, giving them perceived control.