From the course: B2B Sales Strategy: How to Effectively Engage Executives

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Identifying common sales pitfalls to avoid once-and-done

Identifying common sales pitfalls to avoid once-and-done

From the course: B2B Sales Strategy: How to Effectively Engage Executives

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Identifying common sales pitfalls to avoid once-and-done

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- We've all had an executive meeting that was a once and done. We felt extremely let down the meeting didn't lead to a second discussion, let alone an open door for ongoing executive access. All that work to secure the appointment and prepare for the meeting did not result in the support that we'd hoped for. Over the course of my consulting practice, I've asked many C-suite executives why they won't agree to a second meeting after the first interaction with a salesperson. They were very clear when they shared. "If the salesperson didn't capture my interest or the conversation didn't make me smarter, then I won't agree to a follow-up meeting." Or, "When a salesperson rambles or runs over the time we agreed to, then I'll let my assistant know not to schedule another meeting." "If I sense that the salesperson only cares about selling me something rather than my business priorities, then I find very little value in the…

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