Sales Teams Are Drowning in Meetings That Never Close

Original source: Down the Rabbit Hole Podcast
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The number of touchpoints needed to close a sale has grown from three or four a decade ago to seventeen or more today — and most companies are responding by doing more of what isn't working.

Sales Teams Are Drowning in Meetings That Never Close

Adem Manderovic argues that measuring sales reps on meetings booked — rather than contracts signed — is the root cause of bloated, ineffective pipelines. He points to a personal test in the financial sector where he replaced cold-call scripts with a short animated video sent ahead of any conversation; seven out of eight recipients booked a contract discussion after watching it. The real barrier to scaling that approach, he says, is organisational: marketing owns the content, sales owns the call, and neither team will voluntarily hand over turf.

"If you're having a hundred meetings and only two are converting, why the hell are you having a hundred meetings?"

▶ Watch this segment — 11:51

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Summarised from Down the Rabbit Hole Podcast · 40:03. All credit belongs to the original creators. Streamed.News summarises publicly available video content.