- 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
I worked my way through college, paid for my tuitions. I ran a successful startup in Mumbai, India for 5-years. I immigrated to the US in 1996, started as a programmer, got super bored yet got promoted several times. I moved in the field to learn how my clients use stuff my engineers built, and I've never looked back. The blog chronicles my experiences and learnings over the years.