You receive scheduled meetings from other members of your team and your goal is to convert as many as possible into contracts. You conduct these product presentation meetings with potential customers that you must convert into current customers of your organization.
Prepare for meetings by reviewing past communication
The first step is to prepare for the meeting. To do this, you need to take context from the account and contact, reviewing all previous communication. Especially the call/message where the meeting was closed.
Create and review contacts from LinkedIn
If the account/contact has a LinkedIn profile, it is key to review them, see how the contact describes themselves, the company, and read the latest updates.
Contacting other people in the same account
It is very common to look for other contacts in the account and, in particular, other contacts with whom the seller has had a relationship in the past. The objective is to understand the organization in case there is interest in establishing more contacts.
In the meeting the contact is qualified with the objective of determining if there is an opportunity or not, based on the criteria established in the sales playbook.
Organized pipeline and forecast information
It is essential to maintain a well organized pipeline of opportunities where each one of them is at the right stage, always with well defined 'next steps'. The pipeline must allow to calculate the forecast. Therefore, the fields 'amount', 'expected closing date' and stage must always be updated.
Quick access to content
It is very important to have access to content that can be sent to answer any questions or internal customer process.
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