6 Must-Haves for a Great Sales Meeting

Over the course of many years and many meetings, I narrowed it down to 6 Must-Haves for a Great Sales Meeting. My team and I use these in every meeting, no matter how big or small the opportunity is. By gathering this information, other members of the team can leverage it to close business faster and generate greater revenue

1. Set and Agree on Goal and Objectives

Clearly define the overall Goal of the meeting
Complete Successful Trial
State the Objectives to support the Goal.
Determine trial users
Set begin date and complete date
Determine success criteria
Notify all meeting attendees of the Goal and Objectives
Agree on Goal and Objectives

2. Identify Role and Stance (opinion) of all meeting attendees

Invite the right people to the meeting to ensure your Goal and Objectives can be met
Decision Makers
Champion
Why is this person a Champion
During the meeting determine Stance (Opinion) of everyone
For – Why
Against – Why
Undecided, etc.
What role(s) do they play in meeting your Goal and Objectives

3. Document the meeting

What was discussed
Ask the tough questions
Is there budget
What happens if you don’t do anything
What Actions will happen after the meeting
Start Trial
Nothing
What has been decided on
Identify trial users
Send contracts
Take traditional notes

4. Gather Actionable Intelligence (outside of traditional notes)

What are the Business Drivers
What are the Technical Requirements
Competitors
Strengths
Weaknesses
Current Pain Points/Challenges
Your Strengths
Your Weaknesses
Obstacles
Objections
Why Buys
Up to date Organizational Chart and Political Map

5. Assign Tasks or Schedule Events

Ensure all tasks are assigned
Based on Actions
Based on Decisions
Schedule any events and assign to the right person
Send out email to individuals assigned tasks or events
Agree on what was discussed and agreed to
Send out a meeting report within 10 minutes of the meeting ending

6. Update Salesforce.com (CRM) with Customer Intelligence

If it’s not in Salesforce.com, it didn’t happen

Update Opportunity, Account and Contact

These 6 Must-Haves have allowed me and my team to grow Point N Time Software, to over 300% revenue growth, 45,000+ downloads and numerous customers using Salesforce all over the world.

Bottom line is don’t have a meeting to have one, ensure all meetings are productive and lead to either closing the deal or walking away. These 6 Must-Haves will ensure all meetings are productive.

I would be more than happy to share the type of information and data we gather in every meeting email me @ travisd@pointntime.com.