From a sales coaching perspective it’s important to know you are meeting with the right people.
So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.
As you enter your meeting, do you know what percent of the entire Buying Decision Team is there and what weight your contact has on the full Buying Decision Team ?
And perhaps even more importantly who is NOT at the meeting ?
These are the sort of questions Sharon Drew Morgen goes into in the post below and they are very relevant.
Click on the link to read.