Sales Team Meeting Topics to Download Now

This sales team meeting topic focuses on the cornerstone of successful selling — relationships. If sales weren't about the relationships, the best brochure or website would be all a company would need to compete. The salespeople and their relationships make the difference. This Meeting to Win sales team meeting topic will ask your team to determine the best ways to create — or repair — productive, harmonious relationships with customers and partners to grow sales for the long-term. Add To Cart

It has been proven over and over that it is in the best interest of sales professionals to nurture their existing customer relationships to succeed in the long term. The cost of maintaining and growing an existing customer is considerably less than acquiring a new one. With that in mind, this topic is about continuing to educate our existing customers about how we can help them succeed. Often, we sell them one solution to get one result and we fail to expand that relationship across their organization or across our own suite of solutions. In this topic, your team will be challenged to think about what their customers don't know you can do for them. They will leave the meeting with a strategy for uncovering new needs at existing customers and then sharing solutions to those uncovered needs. The result should be expanded business with existing customers. Add To Cart

In this sales team meeting topic, 5 Ways to Avoid Discounting, we are focusing on a challenge salespeople in almost every industry face — the pressure to discount. The pressure comes from a variety of places — competitors, your own company, the customers and the salesperson's own sales goals. There are ways to avoid this pressure. This agenda will share some ideas, facilitate a discussion of the team's ideas and examine your team's discounting philosophies and how those impact your pricing choices. Add To Cart

"Sometimes there is too much mystery in a sales or buying process. Salespeople and customers head into each meeting with a "I wonder what they'll do next" attitude where everyone is on guard for the next trick. This topic will challenge your sales team to have a more open process where next steps are not only clearly outlined, but agreed upon. No more tricks, hidden agendas and surprises.

Pre-Work: Ask your team members to please be prepared to discuss 3 active sales pursuits (opportunities) in your pipeline.
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Knowing that the business world has seen many changes over the past few years, it only makes sense that your deals may look different than they used to, also. We hear from sales professionals every day that say their sales cycles have changed, the decision makers have changed and the problems they solve have even changed. Selling, like business, looks different. During this topic, your team will be asked to dissect recent deals to look for the changes to their own sales cycles. The outcome of this exercise will be their ability to recognize good opportunities, better understand deals in their current pipeline and navigate a new sales cycle with more understanding and awareness. Add To Cart

This sales team meeting topic focuses on anticipating and planning for your most common objections. Since we hear them over and over during most sales cycles, it only makes sense that we do not get caught off guard. This exercise will prepare your team for the next time they hear their most common objections - and you know they will. Add To Cart

Everyone wants more for their money these days. A powerful way to outsmart and out win the competition is to keep providing your clients more value for their money. (For example, sending a newsletter with tips from your industry, creating simpler invoices, finding better delivery options, etc are all ways to accomplish this.). Put your heads together with this sales team meeting topic to be innovative to create more value. Your customers will love it and your competitors will pay for it. Add To Cart

This topic is focused on building or updating powerful value propositions. What really resonates with customers? What leaves them wanting to hear more? After today, your team will have a comprehensive list about what excites their customers along with a script to deliver the powerful message. Add To Cart

Have you ever been giving a presentation or explaining your solutions to a client who was hanging on your words, lighting up at your explanation and interested to hear more? Often this happens when your word or phrase choices are really resonating with that client. What and how you say something can make a big difference in moving an opportunity to the next step. Add To Cart

A big reason your customers do business with you is that they actually enjoy doing business with you. If it were simply products, services, bells and whistles, you wouldn't need sales teams; you'd only need fancy brochures and websites. This topic focuses on your customers' buying experiences with you, your team and company. This agenda will challenge your team to examine and improve the buying experience for current and future customers. Add To Cart

As you already know, the holiday season is here and that means no more "business as usual". Decision makers - and sales professionals - are on vacation, customer budgets are examined and put on hold in some cases selling, in general, can be much more challenging. If not, challenging, definitely unique. By the end of this meeting, your team will have a solid plan for the upcoming holiday season. Add To Cart

It is important for individual sales professionals and sales teams to understand their strengths and their opportunities for improvement. Understanding current strengths allows a team to play to those strengths while understanding areas of improvement will allow a team to acquire that strength strategically. As a team, analyze the team's strengths and areas of opportunity for better sales results now and in the future. Add To Cart

There is no doubt that business has changed and then changed again over the past couple of years. This meeting topic will ask your team to bring news of current events in their accounts that drives the changing needs of these customers. The entire team can see how some of your top customers use of your products and services to address their changing business needs. These lessons can be applied to existing and future customers and you strive to stay relevant to your customers' top goals. This topic has PRE-WORK. Add To Cart

How loyal are your top customers? Are they likely to leave for a competitor or highly unlikely to leave for a competitor? This exercise will challenge your team to examine the loyalty of their top customers and set an action plan for those whose loyalty may be in question. Keep your customers loyal with this sales team meeting topic. Add To Cart

Your customers are very important to you and your team.
What evidence do your customers have that they are important to you and your team?
Sometimes people take for granted those who are most important — this seems to be human nature. It takes some deliberate action to show those most important that they are just that — important. This exercise, Demonstrate Their Importance, will take your team through a discussion and planning session about how you actually demonstrate that to your customers. Add To Cart

Top Performers tend to have several practices on "auto-pilot". A "Thank You Strategy" is one of those things. For example, after a contract is signed they send a certain gift or card or have a senior leader call and thank the customer for their business. They don't have to think about it, it's part of their plan. Let this guide you through creating a Thank You Strategy in your territory. Add To Cart

Salespeople should offer solutions that help their customers save money or make money. This exercise will challenge your team to come up with ideas to stimulate their clients' economies. Enjoy this brainstorming session and leave with a solid plan to deliver real solutions to clients looking to save money or make money. Your team will be the economic stimulus their clients need. Add To Cart

This topic is designed to build business acumen. It will challenge your team to find and share relevant economic news and then apply it their business and the businesses of their customers. Understanding the business climate and how it impacts customers helps sales professionals to meet customer's needs - maybe before they even know they have the need. This topic has PRE-WORK. Add To Cart

This sales team meeting topic focuses on the ability to effectively handle price inquiries. Every sales rep gets the price question at one time or another - for some it's daily. To be able to address this with confidence is a critical success factor in sales. This topic has PRE-WORK. Add To Cart

Election season is a great time to observe sales strategies and tactics - good, bad and ugly. These campaigns are very visible with clear winners and losers. It isn't so often that we get to witness a sales process and outcome. This is a great sales team meeting topic to use following an election season. This topic has PRE-WORK. Add To Cart

If you are nearing the end of a calendar or fiscal year, it is a great time for this exercise. You are completing a year that is sure to be full of new sales lessons. This time of year is a great time to assess the current year and make adjustments heading into the next selling season. Add To Cart

This sales team meeting topic focuses on getting stuff done. A plan is just a plan without some action or as we'll call it, an execution system. The best business people set themselves apart by actually getting something done, reaching goals and moving forward. This topic will encourage your team to share and learn with each other. Add To Cart

One of the most difficult and most necessary tasks for sales professionals is to be able to walk away from pipeline opportunities that are a drain on limited resources. Use this exercise to carefully examine the likelihood of winning opportunities that your team is pursuing. Use your limited resources wisely to win deals with a likelihood of going in your favor with the Exit Strategy sales team meeting topic. Add To Cart

"If a salesperson is to truly conduct themselves as a consultant then there are two things they must do — expose and propose. As a consultant or expert, it can be a salesperson's job to expose problems or opportunities to do something more efficiently and then propose ways to do that. In this sales team meeting topic your team will be asked to examine their own customers for areas of opportunity and ideas to capitalize on those opportunities. It will end with writing scripts as to exactly how to have that conversation with the customer.

You'll leave this meeting with a field-ready plan to expose and propose.
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There is no more valuable resource available to a salesperson than their selling time - the time they are actually advancing deals. So many activities compete for this precious resource. Take your team through an exercise to help them fiercely protect their most valuable resource - their selling time. Add To Cart

Top Salespeople spend time on the RIGHT sales activities. How do you make sure you do that? You need some sort of a test to put any activity through to determine if it's the RIGHT activity. Enjoy the work in this sales team meeting topic as you and your team challenge each other to focus on the right activities – those that actually produce sales results. Add To Cart

Summer is coming to a close and we are moving into one of the best "selling seasons" of the year. From now until the holiday season, sales professionals should be able to fill their pipelines with new opportunities while enjoying some good movement on existing opportunities. With a little extra preparation and strategy, your team can outpace the competition and take more of the market share during this upcoming selling season. Now is the time to create and begin executing this selling season success plan. Add To Cart

The ability to get first appointments with prospective customers is a critical success factor for any salesperson. This topic will challenge your team to think about the reasons customers would or would not want to meet with them and then plan their approach accordingly. Add To Cart

This sales team meeting topic focuses on treating your existing customers like... you treat new customers. We know that your competitors are trying to win their business as we speak. So, here is a sales team meeting topic that will focus your team on continually winning the business they've already won. Add To Cart

Your team mates can be extremely valuable resources to you and your customers. You each bring a unique set of experiences and talents to the team. To learn about your team, create a Group Bio. Think of the team as one "person" and write a biography using the categories in this exercise. The outcome will be a description of the vast experience, training and value of your sales team. Add To Cart

Top performers in sales share some similar characteristics. As a team, use this topic to analyze the top performers in their lives and determine ways to develop more habits of wildly successful sales people. If each person on one sales team develops one new performance habit, imagine the results! Add To Cart

It is a privilege to have loyal customers who spend their hard-earned money with you. It is important to examine what jeopardizes those valuable relationships and proactively address those things before they turn your customers into previous customers. As a team, use this sales team meeting topic to realistically examine why customers might leave you and proactively make sure they never have a reason to find a new partner. Add To Cart

Create an "ideal customer" profile for your prospecting efforts.
At the end of this exercise, you should have an ideal customer profile. An ideal customer profile is a profile or description of the "perfect prospect". A "perfect prospect" is one that you have a good probability of winning, your products/services fit nicely into their business/culture and you can help them succeed. How will you recognize a good prospect for your efforts? Are they in a certain industry? Hold a certain title? Have a certain business problem? Let's get started.
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If you were you own customer, how would you want to be treated? How would you like to buy? Who would you like to buy from? This topic will ask your team to step into your customers' shoes and take a few steps to become the salesperson they would want to work with. Add To Cart

Most industries and companies have their own language made up of jargon, acronyms and abbreviations. Using a unique language sometimes hinders productive business conversations. It is important to take a moment to examine language habits. If a salesperson is spending the time to have a conversation with a customer, it may as well be as productive and powerful as possible. Being aware of the use of jargon, acronyms and abbreviations is an important exercise to ensure communication is effective and leaves a positive feeling with clients. Add To Cart

Does your solution offering transport your customers to a better place? Do they see success and results tied to working with you? They can. If you can demonstrate that your offering is provocative, they will see working with you in a new light. This topic has PRE-WORK. Add To Cart

In this topic, It's Not About You, we are focusing on the customer. Too often, our sales presentations try to be one-size-fits-all when every customer believes they have unique problems that can't be fixed with the one-size-fits-all approach. Demonstrate that you understand their unique challenges and your presentations and solutions will be much better received. Add To Cart

In a disciplined business development campaign it is important to strategically plan sales activities based on several characteristics of a prospect. Sales professionals may keep prospects on their radars for a future opportunity while other prospects present immediate opportunities. This exercise will guide your team through a discussion and planning session to appropriately pursue all their top prospects based on where they are in each pursuit. Enjoy the work and the new opportunities your team is sure to uncover. Add To Cart

Your customers made a decision to purchase a product or service from you and your company because, hopefully, it met a business need they had. Now, they are an "existing customer". Now, you need to think about why they should CONTINUE working with you and your company. What are their criterion for a successful relationship with you and your company? How are they judging the success of your product/service? Have you and your customers defined a "successful partnership" TOGETHER so that you are both monitoring the success through the same lens? If not, this customer service activity is a great way to differentiate the experience. Add To Cart

"Regularly things change in our accounts. Decision makers come and go, priorities shift, investors get involved, earnings reports come in — the list goes on. Any of these changes can and often does impact the business a salesperson is doing with any of their accounts. When a change occurs, salespeople need to make a choice to do something different or keep doing the same thing. This sales team meeting topic will lead your team through an exercise to (1) acknowledge the change, (2) come up with response choices, (4) evaluate the risks of each response and (5) finally, make a choice as to how to move forward.

Make strategic moves in existing accounts with the Meeting to Win topic Know the Risks; Make the Choice.
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This sales team meeting topic focuses on the discipline to know when to walk away.

When a deal enters a salesperson's pipeline, it either moves forward or it doesn't. A critical success factor in sales is to recognize deals that are not going to move to a positive decision before too much time is wasted while other opportunities are neglected.
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This sales team meeting topic focuses on the awareness of your differentiators and the ability to demonstrate and share those to acquire and retain customers. These are the strengths or unique offerings that you, your company, your service offering, etc bring to customers. Add To Cart

On many sales teams, different sales representatives have different strengths. The collective experience and skills of the team can be powerful when shared. Identify the experts on your team or invite experts from other teams and enjoy mini-lessons from the experts within your own company. Add To Cart

Failure can be the best teacher. If you are never failing, you may not be trying enough new things.

Sales people have set backs regularly. The important thing is to learn from those lessons and avoid the setback the next time. This exercise allows you to pull those lessons from the team in a positive, productive way leaving everyone motivated by their failures and more equipped for future successes.
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This sales team meeting topic, Lessons Learned: Collective Wisdom, will provide your team with an opportunity to learn from one another. So much wisdom and experience exists on your team and, often, salespeople are too busy to take the time to share this wisdom. With this sales team meeting topic, set aside some time to share the lessons from your own team. Each person will leave the meeting a little bit wiser with a lesson to apply right away. Your customers will thank you. Add To Cart

Sales representatives are in contact with customers, friends, colleagues and bosses every week. Ideas for more effective customer service, sales, time management and skill development exist everywhere. This exercise is designed to pull those ideas and share them with the team. There are lessons everywhere. This topic includes PRE-WORK. Add To Cart

As a team, write your customers a Top 10 List. This will be the "Top 10 Ways We Make Buying from us an EASY Choice". Make it specific. Include ways that you make it easy for them to get what they need to run their businesses more effectively. Add To Cart

This sales team meeting topic focuses on the skill of making the most of first meetings.
First appointments only happen... once. We've all heard how long it takes to make a first impression (milliseconds!) and we only get one chance. A critical success factor in sales is to make the most of first meetings with decision makers. It determines whether you'll have a second meeting and a chance to win their business.
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Salespeople need to be masters of communication to get and give the information needed to allow a customer to make a very good decision. Very often clichés, jargon and other communication hindrances enter conversations. This unclear communication can distract customers from the important task of understanding and deciding on your solutions. This topic challenges your sales team to examine their own communication habits and determine if they add or detract from the conversations they are having. Add To Cart

Sales people spend a considerable amount of time trying to gain customer appointments. Often sales performance is judged on this sales activity and deals move forward after these meetings. Because these customer meetings are so important to sales performance, we believe it makes sense to spend some time making sure these meetings are as effective as they can be. This topic will focus on what happens before the meeting. The topic will help you pull best practices from your team, identify some new strategies and, in the end, prepare to maximize these meetings. Enjoy the discussion and exercises in the following agenda, Maximize Customer Meetings, Part 1: Before the Meeting. Add To Cart

Sales people spend a considerable amount of time trying to gain customer appointments. Often sales performance is judged on this sales activity and deals move forward after these meetings. Because these customer meetings are so important to sales performance, we believe it makes sense to spend some time making sure these meetings are as effective as they can be. This topic will focus on what happens during the meeting. The agenda will help you pull best practices from your team, identify some new strategies and, in the end, help maximize these meetings. Enjoy the discussion and exercises in the following agenda, Maximize Customer Meetings, Part 2: During the Meeting. Add To Cart

Sales people spend a considerable amount of time trying to gain customer appointments. Often sales performance is judged on this sales activity and deals move forward after these meetings. Because these customer meetings are so important to sales performance, we believe it makes sense to spend some time making sure these meetings are as effective as they can be. This topic will focus on what should happen after the meeting to give a salesperson a competitive edge. The agenda will help you pull best practices from your team, identify some new strategies and, in the end, help maximize these meetings. Enjoy the discussion and exercises in the following agenda, Maximize Customer Meetings, Part 3: After the Meeting. Add To Cart

In the spirit of efficient selling, we bring to you the topic, Maximize All Your Sales & Marketing Resources. To be as efficient and effective as possible in a sales territory, it is important to be aware of and maximize all sources of business. There are multiple channels available to most sales people. This topic will lead your team through a discussion of the resources available to your team and then lead them to create a plan to make sure they are maximizing those for the best sales results possible. Add To Cart

Often an internal team must work together to implement a customer solution and provide long-term, superior service for that customer. This team often includes the sales representative, technology experts, sales managers, billing personnel and customer service representatives. How do you ensure you are working together to best serve the customer? This exercise will lead your team through an analysis of your current system and challenge them to make improvements that benefit your customers and, therefore, your sales. Add To Cart

Sales representatives are often frustrated that they are not positioned with the true decision makers. They've been delegated to someone who doesn't necessarily drive the strategy behind their products, services and solutions. In this exercise, teams can address how to enter at a better place or move up if they are already positioned. Add To Cart

Customers often lead with describing their needs in terms of price. Salespeople are trying to deliver value and customers are asking for the lowest price. How do salespeople address this customer concern and still find out what else matters? This Meeting to Win topic will lead your team through exercises to recognize their value and then help them move their conversations off of price and onto value. Add To Cart

Pipelines are an indication of your team future health. A balanced pipeline is something to strive for even if close to impossible to obtain. If it is not balanced, it is important to recognize that and make efforts to balance it. For example, if you have several deals about to go to decision and nothing at the top of the funnel, it's time to find some new opportunities to put into the funnel while you close the ones close to the end. It's a balancing act with the sales team meeting topic Pipeline Balance. Add To Cart

Regularly it is important to check the team's pipeline vitals. This topic will lead your team through a Pipeline Health Check. They will first be asked to agree on WHAT a healthy pipeline looks like, examine their own pipelines and, as a team, determine some actions to take to bring the overall team's pipeline more in line with the picture of health. Healthy pipelines lead to healthy performance, of course. Enjoy the exercise and outcomes. Add To Cart

Is it time to clean up stalled deals in your team's pipeline? Enjoy this exercise in cleaning up your pipeline. Add To Cart

As sales professionals, sometimes we want a deal so bad that we are afraid to do anything that we feel may risk our chances of winning that deal. We don't take any risks because we are afraid we may be ruled out early in the process and never get a chance to win. We take the path that feels safe until we get to the end of the sales cycle and, in some cases... lose anyway.

This topic will challenge your team to play to win. Playing to win simply means doing the right thing for your customer even if it means you might lose. Enjoy the healthy debate and discussion this topic is sure to generate. You'll leave with the heart to take some risks and play to win this week.
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Not every customer would be a good customer. A good customer is one that needs your products and services to be more successful. They need you and you need them. As a team, identify the best prospective customers to pursue by examining your current best customers. Too often sales professionals chase customers who are not a good fit. It is important to understand who is a good fit, why they are a good fit and, maybe most importantly, stop pursuing those who aren't a good fit. Add To Cart

Pre-call planning before a customer meeting ensures that you do everything you can to make the best use of everyone's time. Spending 30 minutes preparing for a sales meeting with a customer will save time and move deals. The investment of time on the front end will pay off in more sales and saved time for the long term. This sales team meeting topic will lead your team through a discussion about what a salesperson should know and plan before the very important customer meeting. Add To Cart

"At some point in the sales cycle, a salesperson expects to demonstrate their product or service. This could mean giving a tour, witnessing work with another customer, sharing a PowerPoint demonstration or actually using a product or service.

This can be a powerful moment. This sales team meeting topic will lead your team through a set of exercises to help them execute the product/service demonstration in the most compelling way possible.
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Ask someone on the team with a particular product or service expertise or recent experience (or invite your company's representative for that product or service) to share detailed information about a product or service the group sells. The leader should educate the team about a product or service your company offers. Often sales professionals sell the products and services they know best and not the ones they don't know as well. This exercise should educate the group on a product/service to the point where the team will feel more comfortable representing it to their clients, therefore, enabling a more complete solution. Add To Cart

Productivity killers are everywhere in sales. Salespeople often like to keep control of their clients by trying to do everything themselves. This exercise will challenge your team to analyze tasks they take on that kill their sales productivity and, together, come up with solutions to overcome these productivity killers. Add To Cart

Our clients' perception of us is a huge contributor to the success of our relationship. There are so many ways to contribute or detract from the image we want our customers to have of us and our work. This topic challenges your team to determine how their actions or interactions with clients impact the clients' perception of them and of reality. Each participant will leave the meeting with a commitment to act on purpose to create the image they intend to create with clients, partners and peers. Add To Cart

Our clients' perception of us is a huge contributor to the success of our relationship. There are so many ways to make an impression. The physical appearance of a salesperson still matters. With the advent of "business casual" over the past years, more and more questions come up about how to dress, length of hair, accessories, etc. This topic will ask your sales team to examine how physical appearance impacts the perception customers have of them by asking them to determine appropriate dress and grooming for a sales person in your company and industry. Add To Cart

Our clients' perception of us is a huge contributor to the success of our relationship. With the ever-growing popularity of social media, today's agenda focuses on the importance of creating an accurate virtual image. Anyone who wants to "get to know someone" simply has to Google them. This topic includes PRE-WORK. Add To Cart

Our clients' perception of us is a huge contributor to the success of our relationship. Many salespeople make their first impression through their communication - e-mail, voicemail, phone call, etc.

Grammar, style, spelling and medium choice all play a role in the clients' perceptions of their salespeople. This topic will ask your team to evaluate all the ways they communicate with clients and look for ways to improve that communication for better sales results. Add To Cart

Typically, a sales team has a set of steps that help them, first, identify and opportunity, and finally help that opportunity progress to a close. This is a team's sales process (Read Wikipedia's definition of a sales process.).

To successfully move a deal forward, a salesperson must satisfy all the requirements of each step of their sales process. If they don't, they may go backwards in the process to satisfy missed requirements or lose the deal all together. During this topic, your team will be asked to identify everything that needs to be accomplished as each stage of your sales cycle to successfully move an opportunity forward to a close. You'll leave this meeting with a clear Road Map to take a deal from Prospect to Customer. Add To Cart

Business Development is a key long-term success factor that takes a plan, discipline and strategy. Prospecting is the quest for potential customers or buyers. In this exercise, simply look at where you are today, what's changed and what that might mean moving forward. Add To Cart

Being able to elicit information from a client is a discipline top sales professionals have mastered. They are able to resist the temptation to starting telling. Instead, they keep asking questions and keep learning. Use this exercise to learn to stay in Questioning Mode to learn from your customers. Ultimately, you'll provide more thorough solutions because you had the discipline to keep asking. Add To Cart

No matter the sales team, they experience the pressure to discount. This pressure starts early in the sales cycle in many cases. In other cases, both parties ignore the topic until late in the sales cycle when both unveil their pricing wish - often this is too late. This exercise will challenge - and remind - your team of the value they bring. Then, as a team, you'll brainstorm ideas for addressing this value early in the sales cycle to reduce the pressure to discount. Add To Cart

This topic is going to give some focus to your more strategic or complex deals. There are always deals that mean a lot to an organization either from a strategic point of view (breaking into a new vertical, long-time prospect, competitor's customers, etc) or from an economic point of view (a really big deal!). Either way, these can and should be handled a bit differently than your average deal. The S.W.A.T. Team Approach will ask your team to examine what makes a deal different and what Weapons and Tactics they have at their disposal to use to win these unique deals. By the end of this meeting, you'll have a S.W.A.T. Team approach for your next strategic deal. Add To Cart

Sales Team meetings should add value to a sales professional's week. The time spent in the meeting should equip the team to compete and win. The following exercise will help your team define a great sales team meeting, determine elements to include in productive sales team meetings, set team ground rules and make individual commitments to contributing to the success of each sales team meeting. Add To Cart

This topic is focused on seizing the opportunity each day presents. How do you do that with all the distractions each day also presents? Our experience and countless experts tell us it's by prioritizing the right activities. Easier said than done. This topic will take your team through an exercise to put the emphasis back on the activity that matters. We've called it Seize the Day Every Day. Enjoy the momentum this focus will bring. Add To Cart

Daily your sales team sells against the competition. The competition can be similar products and services, other options to get similar results or the competition of the client choosing to do nothing. This sales team meeting topic will ask your team to put themselves in the shoes of a competitor and sell for that solution. This eye-opening exercise will help your sales team see the options from the customers' point of view which is really what matters in each opportunity. Add To Cart

Into every salesperson's life comes some disappointment. It is part of the game. What's important is to be able to recover from those disappointments and succeed in the long run. This sales team meeting topic will address disappointments, rejections and setbacks in a positive light and, hopefully, equip your team to handle and recover fasted in the future. Add To Cart

In sales, it is often hard to keep a prospect's or customer's attention. Quickly one salesperson starts to sound like the next listing features and benefits, products and services and discounts and contract terms.

Salespeople can be sharing very valuable information about how a product or service can help solve problems, but if customers have lost interest, they won't hear and absorb the good information.

Effectively telling the "story" of the products or services is an important way to differentiate one solution from another. For this exercise, the team will be asked to dissect a good story and then create impactful stories the team can use.
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This sales team meeting topic focuses on the ability to share the work with your customers to get them a business outcome they need.

A sign that an opportunity may move to a decision is that a sales rep is sharing the work with the customer. This means that the customer is an active participant in determining if the sales rep's product or service can help them achieve a needed business outcome. Evidence that customers are sharing the work includes:

• Giving the sales rep access to information and people needed to craft and present a solution.
• Taking the next step in the sales process in a timely, agreed upon manner.
• Coordinating the decision makers.
• Treating the decision process like a priority.

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This sales team meeting topic focuses on the ever-growing world of social media and its role in sales and, more accurately, its role on your sales team. If your company has a social media strategy (Twitter, Facebook, etc), you may want to ask a member of your Marketing Team to join this meeting. This topic has PRE-WORK. Add To Cart

This sales team meeting topic focuses on the discipline to identify and spend time with the decision makers.

A key to winning a piece of business is spending time with the people who actually make the decisions. Effective communication is the cornerstone to effective selling. If a salesperson is not directly communicating with the people who make the decisions, they are at a severe disadvantage.
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We've heard the definition of insanity: Doing the same thing over and over again and expecting a different result. Often, salespeople are caught in this cycle. They do the same sales activity whether it gets the results or not. This exercise simply challenges each person to look at what activities pay off in sales results and which don't. Each person will leave with a commitment to start doing something different, stop doing something that is not working and continue doing something that is producing results. This is a great use of time! Add To Cart

We interviewed sales VPs and asked them what they must do now to continue to succeed in this business climate. The resounding answer was to stay on the offense. They stress that their teams need to understand prospects and customers and their evolving needs. Then keep bringing innovative, fresh ideas to the table to help those customers succeed. This topic will facilitate a discussion on your team about ways to stay on the offense (proactive) so you don't end up spending too much time on defense (reactive). Add To Cart

It is important to take a step back and look at your overall business strategy and position in the marketplace. By looking at your business from this viewpoint, you can proactively plan to succeed into the next selling season. One way to do this in a team meeting format is to use the "SWOT Analysis" approach. SWOT stands for Strengths, Weaknesses, Opportunities and Threats. This topic will help you facilitate a discussion about your own team's Strengths, Weaknesses, Opportunities and Threats in the marketplace. Add To Cart

This topic is about syncing up your selling process with your customer's buying process. The point of a sales cycle is that the customer can make the best possible decision to meet their needs. Salespeople have the responsibility to share information and experiences to HELP customers make the very best decision. As a sales team, you probably have a set of steps or a sales process to bring an opportunity through the sales cycle to a close. On the other hand, some customers have conflicting steps that they want to take to get to the same decision point. Some customers are more experienced at buying than others. Those may even have a buying process (RFPs on the more formal end, a set of preferences on a less formal end). Others may not be as experienced at buying and you can dictate the process for them to follow. Either way, sales professionals can add velocity to the deal by understanding the customer's buying process (if they have one) and then synching up their selling process to help that customer make the best possible decision for their needs. We hope you enjoy the exercise and sales outcomes the work with bring. Add To Cart

Closing complex deals creates the need for creativity during negotiation. This sales team meeting topic will challenge your team to share and create deals that close. Customers know the results they need and maybe the terms they want to meet those needs. Often a salesperson and their client can be well served by coming up with creative ways to meet the client's needs and the salesperson's needs. This sales team meeting topic will challenge your team to think of new ways to close deals. Add To Cart

Participants should share topics they'd like to discuss or debate as a group. (This could be a sales challenge, a marketing question, etc)
In a collaborative, solution-oriented group, a current challenge can become a thing of the past.
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Challenges arise in territories, customer relationships, competitive situations, and sales cycles. It is helpful to tackle these challenges - or situations - as a team. This exercise will ask your team members to share their "situation" and the group can brainstorm ideas for addressing this situation. Everyone leaves with new ideas and solutions to move their business forward. Add To Cart

Meeting to Win topics have a theme of focusing on customers. We've talked about creating better buying experiences, becoming the ideal vendor and synching the buying and selling processes. (Topics found at the Meeting to Win Store.) Each of these topics impact the User Experience. Sales teams impact user experience with every interaction they have with a customer.

This topic will ask your team to examine the current "user experience" your customers have and then challenge them to come up with some ways to improve the user experience for current and future customers. Add To Cart

The War Room exercise is a time to get together as a team to address the surrounding business climate, how it is affecting the team's selling efforts and what actions make sense to address it moving forward. Add To Cart

There are about a million technology tools out there that promise to help us do things faster, smarter, flashier and cooler. Which ones really live up to the promise? This sales team meeting topic will ask you and your team to share which technology tools you've tried, which you like, which you don't and, most importantly, which ones actually help you sell more.

By the end of the meeting, you'll have a review of some powerful tools for winning in the field. Add To Cart

Your products and services - or solutions - meet very important needs of your customers. The more your solutions directly impact their ability to do their business more effectively, the more powerful and important your partnership becomes. This topic will ask your team to examine the most important goals of their customers and determine how their solutions can help them meet those goals more efficiently. Add To Cart

There are questions that have been tested, tweaked and practiced that the team members know elicit the information they need to put together great solutions and win deals. Every team should have this list of questions published and handy to use during pre-call preparation. This exercise will lead your team through a great discussion about... great questions. The result of this work will be a list your team can use to pre-call plan productive sales meetings. Add To Cart

A GATEKEEPER is anyone who is preventing or hindering you from working with a decision maker. This topic is about turning gatekeepers into escorts. Gatekeepers play important roles in their companies and for their bosses. How can salespeople make them allies instead of enemies? Best practices tell us it's by respecting their role and working with them for a common purpose - helping their company to succeed. Add To Cart

It's a new year. Hopefully, you've accomplished your goals from last year and it's on to the new year. Visualization is an exercise many of the world's most successful people do regularly. Baseball players visualize hitting the baseball, business owners visualize their business growing and salespeople can visualize their success, too.
For some it comes more naturally. Others have to practice this important skill. Some even call it "daydreaming".

This sales team meeting topic is not designed to create a plan for goal achievement. It is designed to help your team visualize exactly what success looks like. They will be able to plan the trip only after they are clear on the destination.
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Summer is right around the corner. Decision makers are planning vacations and that means that sales cycles tend to lengthen. Now is the time to proactively plan to keep deals moving during the summer months. This topic guides your team through a discussion about the challenges of selling in the summer months. You'll leave the meeting equipped with a strategy to sell around vacations and summer slow-downs. It is in the customers' best interest to solve problems and create results even during the summer. Enjoy the exercises and discussions. Add To Cart

Each team member brings their own set of strengths, experiences and qualities. Often we don't see or we underestimate our strengths. Use this exercise to point out each team member's top 5 strengths in their sales role and help them maximize those for better sales results. Add To Cart

This sales team meeting topic will ask your team to identify what your contacts worry about and challenge them to think about how you can help them avoid these worries or fears. (Great topic for October leading up to Halloween.) Add To Cart

It's proven over and over that customers buy from people. If it were only about the product or service a really good brochure or website would do the trick and the sales team wouldn't be needed. Very recent research shows that, more than ever, the sales team is very important in winning business. What does it take to stand out from the crowd of sales reps? Use this exercise to analyze your team's own buying experiences and determine what it means to stand out as a sales professional they, themselves, would want to buy from. Add To Cart

This is a teamwork exercise.
As a team, you each bring unique skills, experiences, personalities and innovation that help customers achieve their goals. In this exercise, your team will be asked to choose on quality for each person that sets them apart from other sales professionals. Then, you'll challenge that team member to use that quality to better serve customers and the team.
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Great coaches, CEOs, Sales Managers, Political Figures, World Leaders, sales professionals and athletes all have "silver bullets". Silver bullets are the one thing that they focus on to have success.
Here are some examples:

• Football coach - execute on special teams.


• Salesperson - make 5 business development calls per day... no matter what.


• Sales Manager - Spend 3 days per week in the field with reps, every week.


• Politician - responsible spending

The list goes on. This exercise will ask your team to determine what their silver bullet is or should be. What is the one thing they must do to be consistently successful in their role. At the end of the meeting, your team will identify their silver bullets. Add To Cart

Depending on the size and complexity of companies your sales people are calling on, decision makers can be in any number of categories. It is often hard to tell who really has the power in any given scenario. And, based on the scenario, different people exert their power. On top of that, other salespeople from your competition have relationships at different places in the organization than you do. That could be good or bad - again, depending on where the power really lies.

Use the discussion, role plays and field-ready scripts that will help you identify the power in your accounts and pipeline opportunities with this sales team meeting topic. Add To Cart

Wins and losses hold valuable lessons. The key to duplicating wins and avoiding losses is to analyze why they both occur and then put actions into place to get more of what you want and less of what you don't. Analyzing wins and losses is an activity that the elite sales forces put considerable discipline around. Enjoy the exercise of analyzing your own team's wins and losses. The lessons are sure to translate to live deals in your team's pipeline. Add To Cart

Celebrating and learning from Wins is a great use of time. These discussions can be practical discussions about what is working. With this exercise, celebrate your team and their recent accomplishments while extracting lessons to apply to live deals in the team's pipeline. Add To Cart

This is a teamwork exercise.
There are many ways a team can collaborate and help one another for the gain of the entire team. This exercise will guide your team through a brainstorming session of all the ways they can help each other be more successful. A team with momentum is an unstoppable force.
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In most sales roles, the sales professional has to rely on a team of people who may or may not ever see the customer. These roles include customer service, billing, implementation, estimator, underwriters, etc. The team helps create an enjoyable buying process for the customer by being thorough, responsive, helpful and creative. At times, there are breakdowns in this teamwork and, in most cases; customers do experience the pain directly or indirectly. The better your team works together, the better experience the customer has and... the more business you have.

This topic is focused on creating a great buying experience for customers by removing barriers to team work internally. Invite members of your extended sales team to this meeting and enjoy working together for your customers.
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Salespeople need to deliver new ideas and expertise to truly help their customers navigate the current business climate. It is not enough to take their order; instead salespeople must educate and help in their area of expertise. Use this sales team meeting topic to recognize and demonstrate your team's expertise for the benefit of your customers. Add To Cart

To really understand your customers, it is important to understand their customers. Who do they work for? What results are they trying to help their customers achieve? What business trends impact their customers? Whatever is happening with their customer base affects your customers business and, ultimately, their business with you. Use the sales team meeting topic to look at your customers' customers to determine how to best serve them by helping them serve their own customers more effectively. You'll reap the benefits of their success, too. Add To Cart

Salespeople often know what the ideal customer looks like. Do salespeople know what their customers believe the ideal vendor looks like? Customers have a picture in their heads of who they want to work with just like salespeople do. To be a great partner, it is important to understand what customers want in a partner. Examine your customers' ideal vendor profile with this sales team meeting topic. Add To Cart

We, at Meeting to Win, are big football fans and see many similarities between executing effectively in the sales field and on the football field. One of those similarities is the value of a solid book of plays. The playbook in football takes several things into consideration. Among those are what plays work, who is the competition, what built-in strengths do the players have and what stage of the game are they in. The playbook provides a list of plays to use depending on what scenario the team is faced with at any point in the game.

Salespeople need their own playbook. They need options to execute depending on what they are facing at that particular moment. Take your team through this exercise and build your own winning playbook.
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