Setting the Agenda on a Call
SETTING THE AGENDA:
In Enterprise sales, it is considered professional to set an agenda at the beginning of every call. The reason we do so is to get agreement on the process that will be taking place on the call and finding out if there is anything else that they would like to add or change.
So right after building rapport with the client for a couple minutes, you can then simply say, “Well Tom, I have a quick agenda that I would like to share with you if you don’t mind.”
Then you can walk through the agenda conversationally and in order and then ask, “Is there anything that you would like to add to the agenda?”
Then you can move on with the prequalification questions (ie biz as usual, growth mode, quantifying success, marketing KPI etc)
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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