Before meeting a new stakeholder, send a pre-meeting email with a digital sales room so they can review on their own. Then during the call, empower an internal champion to articulate value and sell alongside you instead of doing all the talking yourself.
I know you talked about that pre meeting email, but I'm wondering like what fix might you prescribe to someone like me who's showing up to meetings and it's like we're at square negative one.
Two things. One, I would make sure to engage with them in some fashion before that meeting. So if you do have a digital sales room in that email, when you single thread them, you could include that and say, hey, we, we've also been building out this our company plus your company name digital sales room. Make sure to give it a check before our call. The second piece is once you're on that call, let your champion start to sell for you as well. So I'm going to tee up my champion in a conversation like that and say, hey Jen, mind sharing with Nick all the value you've seen so far and why we're Investing, you know, 45 minutes today to learn if this can be a potential solution for XYZ company. So giving them the opportunity and the stage to do some of that selling for you and just leaning on your champions throughout the process.
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