- Avoid stagnation, loss of client contact (for no more than 2-3 days in a row)
- Clarity of timelines, milestones that we work as a team (includes the client).
A sales team will never have it's act fully baked. But the clients don't know that unless you make it obvious. Who knows they might not have their act together either. Just feel the waters, and stick to a published agenda for the call. As long as the sales team doesn't talk over one another, has a strong alpha leading the team and the clients learning something new that helps them do better in their jobs, you'd come back. Just make sure there's a follow on note going out after the call stating what was discussed and next steps, task owners with timelines to act by.
A cardinal rule of enterprise sales is to
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