It takes a lot of work to secure an appointment. Because appointment ratios are small, optimizing your meetings will have a significant impact on your overall ROI. In this section we will discuss a few techniques that will increase your ability to close more deals in meetings. I. First or Last? Should you present first or last? Whether you go first or last depends on the timing between presentations. If the presentations are back-to-back, you should be the first to…

According to the Sirius Decisions 2015 report, 68% of a sales reps’ time is spent researching. The remaining time is spent prospecting and an even smaller amount of time is dedicated to closing (roughly 3%). If inbound opportunities achieved the same level of sales, 97% of a sales reps’ time could be replaced with more productive activities. Unfortunately there is always too much emphasis on how to prospect and too little effort on how to attract new prospects. A small…