How to Run a Meeting
In the Enterprise sales role, you will be doing meetings over Google Meet or Zoom. It is important to be able to know how to run a meeting properly using a slide deck. The key is to make it conversational and use open ended questions. The main outline is based upon intro, staying on agenda and recapping & next steps:
1. Once the meeting is set up, send agenda in G-cal invite before call
2. Call intro: (Tell them what you are going to tell them)
Thank you for….
Rapport
The purpose of the call…
“…I have a brief agenda to share with you…”
Let’s get started...
3. Staying on agenda (Tell them)
Bullet point priority topics using slide deck
Open ended questions to get answers you need
4. Recapping and next steps (Tell them what you told them)
Glad we were able to connect on (Update, reporting, issue)
Agree on next steps on call (coordination should be done on the call and not over email since it may never happen over email; “same time next week”
5. Send the follow up with next steps email
RUNNING MEETINGS NOTES:
● Slow down and pause to allow clients to digest and ask open ended questions that get the DM to open up and start sharing data points that will be helpful, consultative conceptual selling with open ended questions
● Telling a story and having a conversation at the same time, a two way conversation
● In the complex sales (enterprise, MM), the questions are more open-ended and then dig ins on those answers with new questions
In the complex deal, the goal is incremental advancement on every call with the overall goal as long term partnership (paid)
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
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