Category Archives: sales meetings
For Experts that Sell, A Surprising Key to an Effective Sales Meeting
Experts, circa 2014, sell. Are you a portfolio manager, consultant, lawyer, investment banker, engineer, architect, or estate planner? As an expert, you are highly educated and credentialed and have deep industry and subject matter knowledge. Though not in a typical sales role, you may be asked at times to participate on a sales call or pitch. The request may be driven by clients who increasingly want to meet and gain comfort with the person who will be creating their portfolio, solution, deal structure, strategy, or design. Or, the request may be driven by your firm, which has decided that your participation is essential to win the work. Regardless of how you feel about selling, the comments below are designed to help you contribute to a winning sales effort when asked.
There are critical gaps in your business that prevent sales effectiveness. If these go unresolved, you’ll continue to struggle to hit your numbers. In part two of Five Gaps That Impact Sales Effectiveness and How to Fix Them, we will finish reviewing the list of gaps and recommended fixes.