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For B2B Marketing Professionals

The Characteristics Of A Differentiated Meeting, According To Salespeople

November 21, 2013

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Authors

  • By Mark Lindwall
  • with Scott Santucci,
  • Bradford J. Holmes,
  • Michael Shrum

Why Read This Report

Salespeople in different account segmentations (such as strategic accounts, geographic sales, or inside sales) and with different levels of experience bring a range of perspectives on what makes a sales meeting differentiated — or do they? If you are a leader in sales management, training and development, or marketing responsible for enabling salespeople to achieve your company's revenue targets, you'll want to adjust your approach based on the common beliefs among salespeople about what differentiates a sales meeting, and how far off they are from buyers' true expectations.

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Table of Contents

  • Five Characteristics Salespeople Say Differentiate Their Meetings
  • RECOMMENDATIONS

  • Prepare Sellers For Differentiated Meetings With Prospective Buyers
  • Supplemental Material
  • Related Research Documents