Why it is better to have few effective meetings vs many unproductive ones

[bitheerani319]

Achieving resource optimization is one of the major challenges in the B2B industry. In the field of customer prospecting, this problem also takes its own forms; for example, it is crucial that we are able to hold effective meetings and thus maximize sales.

Yet many sales team leaders don't know that it's better to have a few rcs data iran meetings than a lot of unproductive ones. Why? What do the results of a sales meeting depend on? And how can we get those meetings that are most likely to result in a conversion?

Let's review the answers to these questions below.

Importance of an effective sales meeting
The sales meeting is a fundamental stage within the funnel. It is the opportunity to close a deal and convert prospects into clients . However, we often schedule meetings that look bad from the start, that do not advance in any concrete direction, and in which the prospect clearly does not show any interest in our solution.

The big problem with the example above is that it is not an effective meeting, i.e. one in which we are likely to make a sale. This is a particularly important issue, since around 30% of sales managers believe that a conversion rate of between 3.1% and 5% is good , while a minimal percentage of managers believe that a really good rate is between 11% and 20%. The difference between one profile and the other is that the latter are, in all likelihood, developing a qualified prospecting strategy.

Let's remember that qualified prospecting is defined as a type of customer prospecting focused on proven effective tactics, such as data intelligence and machine learning , to reach only those prospects who are most likely to acquire our solution.

Assertive and consultative strategy to achieve effective meetings
It's no wonder that 40% of sales teams say that prospecting is the most difficult part of the sales process - and there are still many people who are unaware of the essential tactics for achieving better conversions.

Simply put, decision makers need to be heard, so our best strategy should focus on understanding their problems and saving our sales pitch as part of a strategic close, in what we will call an assertive prospecting strategy. In fact, around 65% of B2B buyers say they find it valuable to discuss their current situation with sales agents, while 71% of them would like to be engaged by sales teams while looking for opportunities to improve their business.

In this way, through an assertive and consultative prospecting methodology (in which we also act as consultants), where values ​​such as affective, respectful and empathetic communication are key.