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handshake appointment green leads
Mike FarrellApr 15, 2022 8:59:05 AM1 min read

Introductory Appointments: Your Goal is Meeting Number Two

Which of the following is a good sales outcome for introductory appointments?

  • Proposal: The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects.
  • 2nd Meeting: The prospect discussed her business issues with you, you asked good questions, you shared some anecdotal stories about how some of your clients have similar issues, and she asked for a second meeting.
I know a ton of salespeople that would put the first outcome in the success category.  You got a pipeline opportunity, right?  A proposal?
Successful business people handshaking closing a deal-1
WRONG!  You got a brushoff, a more sophisticated variation of saying "send me a datasheet."  He was just letting you down easy.  What he really said was, "Here's enough hope to keep you busy for a week or two and then you can go away."  You may have pitched them, but did they hear anything?  Was any of it relevant or bring value to them?
The second scenario is far more successful.  The next stage in the sales cycle has started.  She shared her real issues with you.  You shared some value.  She wants to continue the conversation.  That's how prospects buy today.
Make the goal of introductory appointments threefold:
  • Show professionalism and value by having a conversation and asking questions
  • Educate the prospect just enough to get a second meeting
  • Make the second meeting follow your agenda and then satisfy theirs
It's all about the second meeting.

Mike Farrell

Mike has an incredible track record of building companies and growing pipeline and ultimately revenue. Mike has extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships. Mike has 30+ years of sales, marketing and business leadership experience. He led the growth of By Appointment Only (BAO) for 15 years as Chief Operating Officer. His style of positive leadership helped BAO establish the pay-for-performance appointment setting category, helping to scale technology and SaaS businesses across North America. Prior to BAO, Mike was SVP of Sales at PC Connection (NASDAQ: CNXN), where he led the transformation to a B2B sales model, doubling revenue to $1.4B in his tenure. At CompuCom Systems (now a wholly owned subsidiary of Office Depot) Mike was VP of Sales of Public Sector after its acquisition of CIC System where he was VP of Sales, Marketing & Professional Services for the national IT solutions provider. Earlier in his career he held numerous sales leadership positions at CIC and Copley Systems where he was the integration specialist folding in the acquisitions of two firms to create the national footprint.He holds a BS in Business Administration from Merrimack College. He is a member of AA-ISP, past President of the Hopkinton HS Athletic Booster Association, and is on the Board of Bright Spirits Children’s Foundation. He and his wife of 30+ years, Kathleen, live in Massachusetts and have four adult children.