A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings

Episode 71 was inspired by a message Mike received from an
executive whose sales team was not securing enough meetings with
prospective customers. The executive shared two specific
frustrations:


The sales team’s lack of effectiveness at getting prospects
to agree to an initial meeting

The number of prospects cancelling at the last minute or
“no-showing” for a meeting they had previously agreed to attend



In this episode, Mike shares his initial response to this request
for help and offers up a list of potential causes for ineffective
prospecting – ranging from impersonal, automated approaches, to
the model being deployed, the focus of the messaging, the DNA of
the salespeople, sellers not properly pushing past resistance or
overcoming objections, the weightiness/reality of virtual vs.
in-person meetings, and more.


Take a listen to see if any of these obstacles are preventing you
or your sales team from securing meetings with targeted
prospective customers.


RESOURCES MENTIONED:


YOUR SALES STORY online course 


Supercharge Your Sales Leadership full-day intensive


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This episode is sponsored by Pursuit Sales Solutions. If you
are looking for help adding A-player talent to your team, contact
Mike’s friends at pursuitsalessolutions.com/weinberg