Top 5 Priorities for Sales Meetings

We have been asking managers about their challenges and priorities in terms of maximising the effectiveness of sales meetings (as measured by conversion rates from meetings to sales cycles).

Here are the top 5 challenges:
1. Not enough sales meetings
2. Getting past the first meeting / advancing fast enough
3. Meeting the wrong companies/people
4. Uncover & build consensus around needs & payoff
5. Expert not sales person

Here are the top 5 Priorities:
1. More systematic needs analysis
2. Greater pre-qualification & preparation
3. An expert led approach
4. Communicating a more compelling reason to buy
5. Adopting a multiple-meeting approach