In this episode, Ryan Precious discusses the importance of running world-class on-site meetings and the differences between on-site and virtual calls. They highlight the value of personal connections and the ability to accomplish more in a shorter amount of time during on-site meetings. They also discuss the strategic approach to asking for on-site meetings and the benefits of bringing the right resources from both the seller and customer sides. They explore the ideal timing for on-site meetings in the sales cycle and the potential for on-site meetings to become a required step in the sales process. The conversation explores the importance of on-site meetings in sales and provides tips for making them successful. The hosts and guest discuss the value of face-to-face interactions, the impact of on-site meetings on deal qualification, and the benefits of building personal connections with customers. They also share strategies for standing out during on-site meetings, such as creating a well-prepared agenda, bringing in key team members, and providing value-add meetings and artifacts. The conversation concludes with advice on following up after on-site meetings and resources for further learning.

Chapters

00:00 Introduction and Importance of On-Site Meetings

08:27 Strategic Approaches to Asking for On-Site Meetings

16:24 Ideal Timing for On-Site Meetings in the Sales Cycle

19:03 Bringing the Right Resources to On-Site Meetings

21:47 The Potential for On-Site Meetings to Become a Required Step in the Sales Process

23:25 The Power of On-Site Meetings in Sales

24:07 Qualification and Building Personal Connections

25:14 Strategies for Standing Out During On-Site Meetings

32:47 Effective Follow-Up After On-Site Meetings

35:25 Recommended Resources for Sales Professionals