Virtual Sales Meetings

I used to spend hours digging through websites. Guessing. Hoping I’d ask the right questions. Now I prep in 20 minutes. I walk in confident, clear, and actually helpful. The difference? Not effort. Strategy.  And using the right tools. Because real trust doesn’t come from a slide deck.  It comes from showing you care enough to prepare. Here are 5 tools that changed how I prep  for client meetings: 1. LinkedIn ↳ See who’s in the room. ↳ Check their role, recent posts, and shared connections. 2. ChatGPT ↳ Write smart, simple questions. ↳ Tailor them to their industry and current goals. 3. Claude ↳ Summarize long reports fast. ↳ Brainstorm ideas that match their situation. 4. Perplexity ↳ Research trends and competitors. ↳ Get sourced insights in seconds. 5. Crunchbase ↳ Understand their company story. ↳ Funding, growth, and leadership, all in one place. Curious how this might look in action? Before a meeting: 🟧 GrowBIG AI → Get relationship-focused ideas and insights 🟦 Perplexity → Regulatory changes 🟪 Claude → 40-page industry report, summarized 🟩 ChatGPT → 3 smart questions about their strategy Total time? Roughly 20 minutes. The result? You show up with an insight they hadn’t seen. That’s what real prep does. It builds trust. Not because you're flashy. But because you're informed, curious, and useful. The tools don’t replace your expertise. They amplify it. Try just one before your next meeting. Then watch how fast the conversation shifts. Got a prep tool you swear by?  Drop it below. I’d love to hear about it. ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. 💡 Want a 24/7 business development coach? Try GrowBIG AI (it’s free): https://lnkd.in/enjHy9e4

🌐 "How can we lead inclusive team meetings when our team is so widely distributed across timezones?" That's a question our #Inclusion Strategy team at Netflix has been reflecting on quite a bit lately – and that's surely not an issue we face alone. Here are some ideas that popped up as we put our geographically distance heads together to ensure that everyone has an equal opportunity to participate in discussions that are relevant to all: 1️⃣ Establish a Meeting Time Rotation: to ensure fair participation, create a rotating schedule for your meetings. This means alternating meeting times to accommodate different time zones, so that each team member has an opportunity to attend during their regular working hours on a rotating basis. 2️⃣ Consider Core Overlapping Hours: identify the core overlapping hours when the majority of team members are available. Aim to schedule important meetings during these hours to maximize attendance. This may require some flexibility from all team members, but it fosters a sense of shared responsibility for ensuring everyone's voice can be heard. 3️⃣ Prioritise Meeting Relevance: ensure that meetings are called only when it's essential for all team members to be present. Avoid scheduling meetings for routine updates that can be shared asynchronously, giving team members more flexibility to manage their schedules. 4️⃣ Create Pre-Meeting Materials: provide agendas, and key discussion points well in advance, so team members who cannot attend live sessions can still contribute their input asynchronously. This way, everyone can stay informed and engaged in the decision-making process. 5️⃣ Encourage Rotating Facilitation: consider rotating meeting facilitators to accommodate different time zones. This not only distributes the responsibility but also allows team members from various geographies to lead discussions and bring diverse perspectives to the forefront. 6���⃣ Use Inclusive Meeting Technologies: leverage virtual meeting tools with features like real-time chat and polling to foster engagement from all participants, regardless of their location. Consider having all meetings recorded by default (unless there's a compelling reason not to), streamlining access to the team immediately after each recording is ready. 7️⃣ Promote Open Feedback Channels: establish channels for team members to asynchronously provide feedback on meeting times and themes, and communication methods. 8️⃣ Acknowledge and Respect Personal & Cultural Differences: be mindful of cultural practices and observances that may impact team members' availability or participation. Strive to do the same about individuals' needs, too (like dropping kids at school). These strategies can help create an inclusive and equitable approach to meetings, enhancing the chances of all team members feeling valued and empowered to contribute. How else can you foster that? 🤔

How I run sales meetings that lead to next steps 90% of the time. Running a successful sales meeting involves clear communication before, during, and after. Often, attendees aren't sure what to expect, so we have to make sure to set the tone before the call even happens. So I send an agenda 24 hours prior to the call and include the following. • What topics will be discussed • Questions to answer beforehand • Use cases if applicable Also, make sure to do some research about the company so you have context. No one likes an unprepared sales rep. During the call immediately set expectations. • Ask if they have a hard-stop • Refer back to the email to set the agenda for the call • Mention that you did some research and tell them what you found Be an active listener and ask deep discovery questions to uncover pain. As the call wraps up, make sure to leave 7-9 minutes to guide them through the next steps. Here is an example: "Typically, when we see a problem like this, we would most likely include (x person) and (y person) on the next call to discuss how we help in that area. Would Thursday at 10am EST work for you?" I book these meetings directly from Calendly's browser extension while still on the call because it's quick, smooth, and instant. Calendar invites are sent before we end the call so you remove the possibility of being ghosted after. We still have work to do after you nail down the next steps. We ain't done yet. Send a summary email, not to do more selling but to recap for accountability. • What their main goals/priorities are • Timeline • Next steps When you have a system to run better meetings, it leads to great results. P.S. Do you agree with this framework? #BetterMeetings

How I saved +14 hours a week using AI. (the sales efficiency playbook I wish I had years ago) Here’s the truth: You need a really good AI sales assistant / notetaker. But most AI meeting summaries are 50% fluff. They tell you what you already know and miss what you actually need. So instead of saving time, you still end up copy-pasting notes, searching for deal context, and scrambling before calls. Not helpful one bit! That was me.. …until I rebuilt my workflow using Sybill. (especially their new summaries + briefs features). Here’s the 5-step playbook I now follow: 1. Build your own summaries. Drag + drop sections, add custom AI prompts, hide the noise. No more generic “transcript dumps.” 2. Match the meeting. Demo ≠ Discovery ≠ Proposal. Let your briefs auto-adjust so prep always fits the call type. 3. Prep in minutes, not hours. Pull prospect research, past calls, CRM notes, and calendar context into one brief. You walk in fully prepped after a 2-minute skim. 4. Highlight what matters most. Want risks at the top? Competitor mentions? Action items? Make the critical info impossible to miss. 5. Close the loop fast. Turn summaries into instant follow-ups and clean CRM updates. No more hopping between ChatGPT, email, and CRM to get deals moving. The result? 14 hours a week back. Less scrambling. More selling. Make your AI tools give you YOUR time back!!

Regardless of how great your ideas are in your virtual sales pitch, webinar, or team meeting… People are most likely checking their email, browsing social media, or working on other things while you present. How can you prevent that and actually get your audience to pay attention? Here are 4 of the most powerful techniques we use for our own virtual training courses: 1. Win the first five seconds According to research from the University of Toronto, people need only five seconds to gauge your charisma and leadership as a speaker. In virtual environments, this first impression is even more critical. To establish instant rapport: - Keep your posture open and inviting (avoid fidgeting, crossed arms, and closed-off postures) - Use open gestures that welcome the audience into your space - Gesture with your palms showing at a 45-degree angle - Speak with clear articulation and energy from the very first word The quickest way to lose your audience? Starting with tentative body language that signals you’re unsure or unprepared. 2. Design your presentation for virtual viewing When designing slides, assume varied viewing conditions. Design for the smallest likely device and the slowest likely Internet speed. Make your slides accessible by: - Using larger fonts (24-32pt) - Applying higher contrast colors - Limiting each slide to ONE clear idea - Adding more space between lines when using smaller text - Stripping excess content (you can provide additional information in a separate document) 3. Vary your delivery Our research shows the optimal length for linear presentations is just 16-30 minutes, while interactive ones can maintain engagement for 30-45 minutes. People’s attention will go through peaks and valleys during that time, so try these techniques to keep their attention: - Vary your speaking pace (faster to convey urgency, slower to express gravity) - Use intentional pauses to let key points land - Adjust your vocal tone (lower pitch for authority, higher for approachability) - Shift between slides, stories, and data at regular intervals Each change helps reset your audience’s attention and signals importance. 4. Build in structured interaction Don’t make your audience wait until the end of your presentation to interact. According to our research, presentations that incorporate audience engagement through polls, chat responses, or breakout discussions maintain attention longer. For the highest engagement: - Use a variety of interaction types throughout your presentation - Incorporate breakout rooms for small-group discussions - Switch modalities regularly to keep it interesting Remember: In virtual environments, you need to recreate the natural engagement that happens in person. Your virtual presentation success isn’t measured by perfection…it’s measured by action. Master these techniques and your audience won’t just pay attention, they’ll respond. #VirtualPresentations #CorporateTraining #WorkplaceLearning

Too many reps are still winging their meetings. They show up. They talk too much. They forget to follow up. And then they wonder why deals stall. The top reps I’ve trained over the years all have one thing in common: They don’t just HAVE better meetings, they RUN better meetings. Here’s what they do differently: • They send a shared agenda before every call • They follow the 40/40/20 structure to guide the conversation - 40% Discovery (focused on impact) - 40% Value Alignment (From the executives priorities down) - 20% Next Steps (dates, owners, action items) • They send summary emails with key take-aways and get the client to confirm it • They use tools like Otter.ai to automate the admin and focus on selling The best part? You can steal these frameworks for free. This is the Sales Conversation Playbook I built with Otter.ai: https://lnkd.in/eKxVwep4 It’s short, tactical, and loaded with tools you can use right now to increase conversion. Meetings don’t move deals. Clear next steps do. Use some of the tips and tools in this workbook to run your next call and let me know if it makes a difference. #MakeItHappen #MeetingExecution #sponsor #Discovery

Sales folks, take note! Spamming a target company's employees with your services and requests for meetings will result in your company making its way onto a buyer's blocklist. As a buyer in the localization industry, I receive dozens of emails and LinkedIn requests every single day from vendors looking to showcase translation, AI, QA services, and more. It's not humanly possible to give personal replies to every outreach. When vendors can't get through to me, they often reach out to everyone on my team... and sometimes to many others across my company. I'd love for this practice to stop. It wastes valuable company time and makes a vendor appear desperate and non-strategic. Here's what to do instead: 1. Appeal to ego! Invite a target company’s decision-maker to a panel, or start a vlog series and ask buyers to appear and discuss industry topics. It’s also a great opportunity to reposition your company as a thought leader. 2. Offer genuine insight, not just services. Share a case study, white paper, or benchmarking data that’s actually useful to the buyer’s role, and do it without a sales pitch. 3. Build a reputation before you build a pipeline. Comment thoughtfully on posts. Contribute to community conversations. If you consistently show up with value, you’re far more likely to get noticed. 4. Target smarter, not broader. Don’t shotgun your message to an entire company. Learn the org. Understand the buyer’s scope. Then send one well-researched, personalized note that shows you actually did your homework. 5. Focus on mutual value. Can you help solve a known pain point or offer perspective on something changing in the market? Frame your outreach around collaboration, not consumption. 6. Use timing to your advantage. Keep tabs on when companies are hiring for roles associated with your offerings, launching in new markets, or attending conferences. That’s when buyers are more receptive to new solutions. 7. Lead with generosity. Offer a no-strings-attached resource, intro, or suggestion that doesn’t benefit you directly. Reciprocity is a powerful trust builder. And please! Don't ever ever call me on the phone! ;)

Top reps ask 4x more implication questions than average ones. Here’s why SPIN Selling still works. Most reps jump straight into pitch mode. They ask a few surface questions, then start talking features. That’s not selling. That’s presenting. SPIN flips the script. It gets the buyer to sell themselves. Start with Situation questions. Learn their current state, but keep it short. Experienced reps ask fewer of these than you’d expect. Move to Problem questions. Uncover what’s not working. Where they’re stuck. What’s costing them time or money. This is where small deals get won. But for complex sales, you need more. That’s where Implication questions come in. Show the consequences of inaction. What does this problem cost them? How does it affect other areas? What’s the revenue impact? Top performers ask these 4x more than average reps. They build urgency without being pushy. Finally, Need-Payoff questions. Let the buyer articulate the value. How would solving this help? What would the impact be? Why is this important? When they say it, they believe it. Here’s the key insight: Buyers don’t just want you to solve their problems. They want to understand why solving them matters. SPIN gives you the framework to guide that conversation. Not through charm. Not through pitch decks. But through the right questions in the right order. Save this framework. Use it on your next discovery call. Watch how fast urgency builds.

Years ago, I watched one of the best enterprise salespeople I've ever known lose a million-dollar deal simply because "𝗜 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗽𝘂𝘀𝗵𝘆". This brilliant, capable professional was letting million-dollar opportunities slip away because she was afraid of seeming aggressive. Sound familiar? Here's the reality I've found after analyzing thousands of sales interactions: The average B2B purchase requires 8+ touches before a response, but most salespeople give up after 2-3. 𝗧𝗵𝗲 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗶𝘀𝗻'𝘁 𝗳𝗲𝘄𝗲𝗿 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀—𝗶𝘁'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗻𝗲𝘀. Working with clients across industries, I've developed what some have called the "Goldilocks Sequence" – not too aggressive, not too passive, but just right for maximizing response rates without alienating prospects. It starts with how we view follow-ups. Stop thinking of them as "checking in" and start seeing them as opportunities to deliver additional value. For each client, we build what I call a "Follow-Up Content Library" with 5-10 genuinely valuable resources for each buyer persona – a mix of their content and third-party research addressing likely challenges. Having this ready means follow-ups can pull the most relevant resource based on the specific situation. The sequence itself has a rhythm designed to respect the prospect's time while staying on their radar: 𝗗𝗮𝘆 𝟭 is the initial value-focused outreach with a specific insight (never generic "I'd like to connect" language). Around 𝗗𝗮𝘆 𝟯, we send a gentle bump, forwarding the original email with: "I wanted to make sure this reached you. Any thoughts on the [specific insight]?" It's brief and assumes positive intent. By 𝗗𝗮𝘆 𝟱, we shift to an alternative channel like LinkedIn, with a personalized note referencing the insight, but still no meeting request. Around 𝗗𝗮𝘆 𝟴 comes the pure value-add – sharing a relevant resource with no ask attached: "Came across this [article/case study] that addresses the [challenge] we discussed. Thought you might find it valuable regardless of our conversation." 𝗗𝗮𝘆 𝟭𝟮 brings what I call the "pattern interrupt" – a brief email with an unexpected subject line and single-question format that's easy to respond to. Then, around Day 18, we send the "permission to close" message: "I'm sensing this might not be a priority right now. If that's the case, could you let me know if I should check back in the future? Happy to remove you from my follow-up list otherwise." This sequence generated a 34% response rate for an enterprise software client compared to their previous 11% using traditional methods. The key difference? Every touch adds legitimate value rather than just asking for time. And because it's systematic, it removes the emotional weight of deciding when and how to follow up. What's your most effective follow-up technique? I'm always collecting new approaches to share with clients. #SalesFollowUp #OutreachStrategy #PipelineGeneration

After 29 meetings helping CEOs improve sales. I found 4 mistakes that destroy deals: (plus how to avoid them) — 1. Poor Questions Asking a surface level question Will get a surface level answer The simplest trick: Use “Tell me more…” to get deeper. Level 1 “We need a better approval process” Level 2 “We need to stop overspending” Level 3 “We overspent by 100k last year” Now you’ve found the REAL problem to be solved. — 1. Loss of Control Too many salespeople are people pleasers Prospects don’t need a friend Prospects need a partner that delivers Before each call / meeting. - Set an agenda - Outline the value of the interaction During each call / meeting. - Confirm the agenda - Provide immense value - Challenge with a different perspective At the end of each call / meeting - Summarise - Get a commitment to the next step diarised — 1. No Differentiation If you don’t have something unique to offer You will: - Have to discount often - Have to fend off competitors - Have to deal with high loss rates You can differentiate with a similar product by: - Creating sub-brands for product / delivery methods - Becoming experts in a vertical / niche - Producing more concrete results — 1. No dream outcome A proposal is not a list of features with a price A proposal is a path to a desired outcome So when you present you’re proposal. 1. List bleeding neck challenges 2. Outline the cost of doing nothing 3. Paint a picture of their dream future 4. Walk them through how they’ll get there — TL;DR. 1. Ask questions that uncover REAL problems 2. Maintain control with micro-commitments 3. Differentiate with sub-brands and niches 4. Paint a picture of dream outcomes Sales is simple: BIG problem BIG solution Be the bridge people trust not to break. Enjoyed this? Save for later, then re-share 💾 ♻️ And for more visit my profile here → Adam Shilton → then hit follow 👍