"Just get the &$^# meeting!"
We tell Sales Leadership they must CONCENTRATE on obtaining new customers. So their reps spend a lot of prospecting time calling/emailing people, asking for a "brief meeting."
But in the New Normal, your sales manager knows the vast majority of these 1st meetings are a waste of time.
Your sales manager knows we've made it SUPER easy (many would say TOO EASY) for a buyer to say "Yes" to a 15-30 minute meeting with a sales rep. Not a lot of "customer buy-in" necessary to agree to a 15 minute web meeting, two weeks from tomorrow. No skin in that game.
Ever sit in a web meeting like the one described above & hear the prospect say "So WHY are we meeting?" Ever agree to a meeting like the one described above & SAY "So why are we meeting?"
Is the US alone, there are 11 million formal business meetings each day. Estimates put "meeting waste" at $37 Billion every year! How many of those meetings are YOUR sales reps initiating?
CRM metrics? Ooo, that secret gets told on Monday!
/#5 Secret on 12/11/17