From the course: B2B Sales Foundations

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Ensuring a great initial B2B prospect meeting

Ensuring a great initial B2B prospect meeting

From the course: B2B Sales Foundations

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Ensuring a great initial B2B prospect meeting

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- Don't overinvest in your pitch desk. First, your organization already has one. They've probably spent lots of time on pretty charts, images of your offerings, and slick taglines. Second, and more importantly, while it's full of compelling data, pain points, and the many benefits you can provide, it's not going to build the relationship. A great initial prospect meeting is a conversation. Your goal is to learn about your prospect while answering any burning questions that they might have. They may be interested in a general overview of your offerings, but, and this is important, they may already be familiar with your product, services, and other marketing content. They probably won't schedule a meeting unless they already have a sense of what they want to buy and what their concerns are. At Google, they call this online decision-making moment that happens when the prospect researches a product prior to the meeting the…

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