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The Value Proposition of Your First Meeting in B2B Sales

Iannarino

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client.

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The New Sales Meeting Agenda

Iannarino

In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the meeting would be "to share a little about us, how we are helping companies like yours, and learn about you and your company." This was the cold calling script, and believe it or not, it worked. Until it didn't.

Meeting 242
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How Your First Meeting Repels Your Prospective Client

Iannarino

The Gist: The way to a second meeting is a valuable first meeting. A lot of legacy practices prevent second meetings. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. How to Avoid a Second Meeting. Low-Value Conversations.

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First Meeting Frenzy - B2B Sales Firms Turning to Cash Incentives for Prospects

Iannarino

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. Less expensive companies offered me a $50 gift card to Amazon or Starbucks. This offer is attractive for someone who buys many books. Still, I reject the offer by clicking delete.

Meeting 244
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Roadblocks to Delivering a Competitive Buying Experience

Trying to communicate the value of their solution in a way that meets buyers’ wants, needs, and expectations, all while meeting their own goals and those of their organization, can sometimes seem nearly impossible. Buyers struggle with being overwhelmed, indecision, and trusting the information that’s presented to them.

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Meeting And Call Planning, Getting The Most Out Of Each Meeting

Partners in Excellence

Today’s topic is on Meeting Planning. I want to cover a bunch of meeting types–mostly sales meetings or sales calls, but also meetings we have internally, management meetings, and so forth. The same basic principles apply to having high impact meetings, whoever we are meeting with.

Meeting 133
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Am I Ready For This Meeting?

Partners in Excellence

We spend a huge amount of time getting customers to accept a request for a meeting. The few meetings we can actually get are important and we want to accomplish as much as we can. Recently, I’ve taken to asking sales people the question, “Are you ready for your next customer meeting?” Customers are busy.

Meeting 133
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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

How can sales organizations meet the buyer along the journey at the perfect time? With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Download this eBook to find out!

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100 Pipeline Plays: The Modern Sales Playbook

Meet your modern sales playbook - See how high-performing sales and marketing teams increase pipeline year-over-year. For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

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Cold Calling Tips and Tricks

In fact, less than 2% of today’s cold calls actually result in meetings, and 63% of sales professionals say it’s what they dislike most about their jobs. In recent years, cold calling has become synonymous with rejection and failure.

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The Essential Guide to the Buying Experience of the Future

They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Effective meeting engagement tips - pre, during and after. In this guide, we will show you how to elevate your sellers’ results and provide you with insights and tips that will also benefit the rest of your customer-facing organization. You will learn: What sales engagement is. Effective communication techniques.

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

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Sales Kickoff Beyond the Meeting: How to Plan & Execute a Successful SKO

Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off.

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The ABM Benchmark Survey

In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.