Video Sales Calls are More Efficient for Initial Meetings

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Make a great first impression and develop an early emotional connection with the stakeholder(s)
Fully qualify the opportunity to determine if it makes sense for you to move to the next step with the prospect.
Generate enough interest with the stakeholder(s) to motivate them to advance to the next step in the sales process.
Effective Initial Meetings
An effective initial meeting should be about 30 minutes in length and no more than sixty. Your primary goal is to close for the next meeting (based on the complexity and length of your sales cycle).

discovery
demo
presentation
In situations where the opportunity is not a good fit, poorly morocco telegram data qualified, or the timing is wrong, you’ll want to walk away.

Sometimes the stakeholders will not have enough interest to move forward and won’t set the next meeting with you.

I disqualify between 30% and 50% of prospects on initial meetings and never move forward with the next step.

For example: If you conduct ten initial meetings over the course of a week, about half will advance to the next step. Depending on your closing ratio, 1-2 of those will move on to closed/won.

Of course, some delusional salespeople throw proposals at every prospect, regardless of qualification. This is a terrible drain on productivity and a waste of resources.

A good field rep can handle no more than ten face to face, initial meetings per week and still have time for other important sales activities such as prospecting, discovery calls, follow-ups, and presentations.

Most reps never even get close to ten a week. There just isn’t enough time in the day to do more. Driving to initial meetings, and other sales calls eats up the day.

But, that all changes when sales reps cut out the windshield time and shift initial meetings from in-person to video.