The Advanced Selling Podcast
Bridging the Gap: Between-Meeting Engagement
Feb 24, 2025
Bill and Bryan dive into the often-neglected time between prospect meetings, emphasizing engagement strategies that go beyond traditional follow-ups. They discuss five innovative techniques including strategic introductions and creating customized content. Building digital resource libraries is highlighted as a way to foster trust and connection. The importance of leveraging trackable video communication and inviting prospects to events is also covered. These actionable insights aim to maintain momentum and showcase value in today’s sales landscape.
19:26
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Quick takeaways
- Maintaining prospect engagement during gaps between meetings can be achieved through personalized strategies like strategic introductions and customized content.
- Creating and sharing valuable content, such as articles or event invitations, reinforces relationships and showcases expertise without being pushy.
Deep dives
Embracing Change in Sales Tactics
In modern sales processes, it is essential to adapt strategies for the time gaps between meetings with prospects. Customization plays a crucial role, where salespeople should leverage insights from conversations to create tailored follow-ups. For instance, connecting a prospect with another client who has faced similar challenges showcases thoughtful engagement and demonstrates value. This personalized approach fosters relationships and keeps prospects interested even when there is no immediate meeting scheduled.
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