SoccerandSales

Account Executive

Touchpoints In-Between Meetings

I have recently found that I do a bad job touching base with my prospects in between set meetings. For example, I have a group that scheduled their pricing call 2 weeks out. Completed fine, but I should be doing something to stay top of mind throughout their evaluation process (or so my managers tell me). Some people send case studies or relevant information, which I think is a good idea, but sometimes it feels disingenuous to send things when it is very clear I am only sending them for myself.

How are you touching base with your prospects and staying top of mind when you have meetings pushed out multiple weeks? Or are you not doing anything?

👑 Sales Strategy

19 comments

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ThatNewAE

Big Shot

Account Executive - Mid enterprise

- Send a whitepaper / HBR article for example and just say :: This reminded me of you and our discussion from before. Hope you find it useful. :)

- Send a normal message:: Hey, how's the evaluation coming along. I know you've quite a few projects running along. Just wanted to see if I can be of any help here. :)

- Send a reminder 1 day before about the meeting. Just say you're excited to see them tomorrow. And ask in the same email, anything specific you want us to address apart from what the agenda is? "I would want to come prepared in the best interest of time". :)

SoccerandSales

Big Shot

Account Executive

I like these items here, I already do a few, but likely will add the rest into the cadence

jefe

Arsonist

🍁

I've heard of people sending out calendar invites without an agenda, and then updating it with that agenda closer to the meeting itself.

Kosta_Konfucius

Politicker

Sales Rep

I do this a lot, get the invite out soon as possible to reserve the time, then create a detailed agenda after doing more research

SoccerandSales

Big Shot

Account Executive

I really like this idea, I feel like first 5 minutes of call is establishing where we were and what the plan is for today's call

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I try to send something of interest out every couple weeks. I BCC a ton of people (all active prospects/clients) and share with them something industry-related.

SoccerandSales

Big Shot

Account Executive

Not gonna lie, I have never used BCC when outreaching, interesting idea that I will have to explore further

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Great way to send something light but relevant to a lot of people. Just don’t use CC - pisses off some people.

SoccerandSales

Big Shot

Account Executive

A lot of risk with the cc I am sure, I know if I am the buyer, would be pretty pissed

revenuegenerator

Praised Answer

Sales Management

In this situation? Start the conversation early. The pricing call two weeks out probably has multiple attendees. Start a thread with your contact outlining pricing, so he has a head start for the meeting (position it that way) then keep the conversation going with him up until the call. That way, you'll ensure the call occurs on time. And you should be able to come to agreement with all parties on that call because you and your champion already figured it out.

SoccerandSales

Big Shot

Account Executive

I like this, thanks for the call outs

TennisandSales

Politicker

Head Of Sales

This is something management always seems to really care about. If you set a pricing call 2 weeks out and the prospect forgets about it, or cancels it, or makes a decision without meeting with you, its not because you didnt stay top of mind.

its because you didnt do a good enough job in discovery, and explaining why your solution is important.

I would only send a case study if its SUPER relevant. I feel like most prospects dont really believe case studies but that might just be me.

What I WILL do is send an email a few days before, mentioning the time of the meeting, explaining what we are covering, and then mentioning the main drivers for this project.

Pretty simple. but it works for me.

SoccerandSales

Big Shot

Account Executive

Crazy that we think so similarly AND we have similar usernames too!

I agree that this is a management thing for sure, but honestly at this point, I really want to go from the 150% guy to the 250+% to quota guy and if touchpoints get me there, so be it

TennisandSales

Politicker

Head Of Sales

HA! Crazy!

yeah well thats an awesome goal man! How long have you been in sales for?

SoccerandSales

Big Shot

Account Executive

Dev for a year, been closing for a little over a year now. Just trying to put in the time and grow into larger and larger deals

SDM

Politicker

Sales development manager

Sending relevant information is the key. If you are meeting to discuss the pricing, send customise rate cards... Second.. send how you'll add value and show them the outcome..
This way they will able to visualise it before the call

Sunbunny31

Politicker

Sr Sales Executive 🐰

If you have a meeting that is two weeks out, ask up front if you can meet before that to cover anything else that has come up.

If you haven't proactively done this, then sending relevant material (your recently dropped Forrester results, a whitepaper, or anything of interest to them in the marketplace) during that gap often can keep things fresh and moving forward.

Tireless

Contributor

CRO

You can send out a meeting one week out and tell your champion - ' I know your team is working on the pricing. I put a placeholder meeting on the calendar in case you need to discuss anything before our meeting in two weeks.

Epictetus

Valued Contributor

SaaSy

I'm not sure about what you're selling or the amount of stakeholders in the meeting. Here are a few things that I like to do and that have worked for me.

One, ensure you've multithreaded enough. Get more groundswell going by asking about other people that should be on the deal, but aren't on the deal. Something like, "I wanted to reach out because normally someone from marketing is on the pricing call, but we don't have anyone here. I want to make sure that I'm setting you up for success. John Doe looks like the typical person that would be interested in the outcome. Should we invite him?"

Two, I call the champion in a one and one call and drop the price on him/her. Get that initial gut punch out of the way and talk about objections. Review the pains first before dropping the price.

Three, email a few days before the call and ask if anything has changed that you should take into consideration. Review the pains in bullet points and ask if they resolved those internally, yet.

The key is to keep reminding them of their pains and dangling the solution in front of them.

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SoccerandSales

Touchpoints In-Between Meetings

19 comments

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