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The 17 best strategies for field sales meetings

You’re in the door. You got the field sales meeting. It’s a done deal!

Not so fast, tiger.

Just because you landed a meeting at the prospect’s site, doesn’t mean you’re a shoe-in. Far from it.

Field sales meetings can derail so quickly you’ll find yourself in the next state before the door closes behind you.

That is unless you prepare, present and follow up better than the other Joe and Jane Salesperson.

And you can. Here are 17 best practices for field sales meetings (or whatever you might call the meetings – onsite, customer facility, face-to-face, etc.)

What makes sales meetings suck – and how to make sure yours don’t

by Michele McGovern

Sales meetings suck!

So says anyone who’s ever suffered through one – or many – that aren’t executed well.

Almost 60% of salespeople say they’re less motivated after a meeting! In many cases, sales meetings are the cause – not the cure – for low morale and inefficiency.

But it doesn’t have to be that way.

Sales leaders and salespeople can do a better job on both sides of the meeting – planning and participating – to make them valuable. (If you’re worried meetings with clients could use some help, check out this.)

Best practices for top-notch sales training

by Michele McGovern

Know this about stales training: It’s not an event.

Sales training is an ongoing process.

Leaders can always teach something new. Professionals in any sales role – account executive, sales development, customer success, service, etc. – can always learn something new.

How to bounce back from sales burnout

by Michele McGovern

Sales burnout hurts.

Your best person – or even whole team – was killing it for some time.

High-fives abound. Quotas surpassed. Morale high.

Then a silent, slow crash.

Nothing to cheer. Goals missed. Morale low.

Someone – or everyone – is burned out.

How to speed up the sales cycle

by Michele McGovern

Is your sales cycle too long?

Of course it is!

Whether it’s days, weeks or months, most sales pros would agree it’s too long. Instead of months, they want weeks. Instead of weeks, they want days. And instead of days, they want hours!

How to be great at sales coaching

by Michele McGovern

Sales coaching is nothing to scoff at. It gets results. Serious results.

Organizations that make coaching a priority see sales production increase 30%. With coaching, the percentage of salespeople who hit goals jumps 20% and win rates go up 25%. Bonus: Salespeople’s engagement and retention go up 20% with coaching, according to research from Saleshacker.com

15 ways to motivate yourself to sales success

by Michele McGovern

Even the most enthusiastic salespeople dip into a rut.

Maybe you haven’t bounced back from a big loss. Or you just can’t focus. Maybe the project on your plate isn’t exciting. Or you’ve hit a wall of rejections.

Unfortunately, a well-meaning boss alone can’t motivate the in-the-rut salesperson.

22 of the most effective closing strategies

by Michele McGovern

Closing a deal might be the most exhilarating part of sales.

Conversely, it might be the most exhausting part.

There are so many ways to get it right. And even more to get the close wrong.

And that makes sense, considering this post alone offers more than 20 closing strategies.

The best advice when closing: Be flexible.

How to be successful at team selling

by Michele McGovern

Drop that “lone wolf” mentality. You’ll win more sales with the pack.

Team selling – working with two or more people from any unit within your organization – wins business.

With team selling, you’re 200% more likely to close deals, according to Gong.io research. And get this: The entire team doesn’t have to convene at every step in the sales journey. Just one group meeting with prospects boosts the chances your team will win.

Don’t think of team selling as strictly a sales and marketing function either. Yes, you want to involve sales leadership on bigger or complex deals. And yes, you need marketing to support sales efforts.

But it in some deals, it might make sense for your team to include an in-house attorney who can relate to your big prospect’s legal team. For another deal, you might need an engineer on the team to bang out technical details. In another deal, the customer success executive might be the key.

How to generate more quality B2B leads

by Michele McGovern

Do you have enough leads?

“No!” says just about every B2B salesperson on the planet.

Some claim Marketing gives them bad leads. Others say good leads get mishandled. And many B2B salespeople say they don’t have time or resources to generate enough leads. (To be fair, many marketers complain salespeople don’t nurture their good leads.)

There’s plenty of conflicting research on the best B2B lead generator – one says it’s SEO, another says it’s email, and others say it’s all about content.

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