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A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings

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Manage episode 412808422 series 3433762
Content provided by Mike Weinberg. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Weinberg or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations:

  • The sales team’s lack of effectiveness at getting prospects to agree to an initial meeting
  • The number of prospects cancelling at the last minute or “no-showing” for a meeting they had previously agreed to attend

In this episode, Mike shares his initial response to this request for help and offers up a list of potential causes for ineffective prospecting – ranging from impersonal, automated approaches, to the model being deployed, the focus of the messaging, the DNA of the salespeople, sellers not properly pushing past resistance or overcoming objections, the weightiness/reality of virtual vs. in-person meetings, and more.

Take a listen to see if any of these obstacles are preventing you or your sales team from securing meetings with targeted prospective customers.

RESOURCES MENTIONED:

YOUR SALES STORY online course

Supercharge Your Sales Leadership full-day intensive

____________________________________________

This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

  continue reading

95 episodes

Artwork
iconShare
 
Manage episode 412808422 series 3433762
Content provided by Mike Weinberg. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Weinberg or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations:

  • The sales team’s lack of effectiveness at getting prospects to agree to an initial meeting
  • The number of prospects cancelling at the last minute or “no-showing” for a meeting they had previously agreed to attend

In this episode, Mike shares his initial response to this request for help and offers up a list of potential causes for ineffective prospecting – ranging from impersonal, automated approaches, to the model being deployed, the focus of the messaging, the DNA of the salespeople, sellers not properly pushing past resistance or overcoming objections, the weightiness/reality of virtual vs. in-person meetings, and more.

Take a listen to see if any of these obstacles are preventing you or your sales team from securing meetings with targeted prospective customers.

RESOURCES MENTIONED:

YOUR SALES STORY online course

Supercharge Your Sales Leadership full-day intensive

____________________________________________

This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

  continue reading

95 episodes

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