No more hour-long meetings, either internally or with prospects. Welcome to the world of the 15-minute sales cycle, where you spend two minutes explaining what you do and the rest of the call focusing on making your prospect’s time productive.
In this episode, I interview Lee West , Managing Director at M-Brain Global , about the sales crisis that precipitated the adoption of the 15-minute sales cycle.
Join us as we discuss:
- The origins of the theory for the 15-minute model
- Asking directly why your prospect took the meeting
- Moving from 50 to 200 meetings per month
- When to spend longer than 15 minutes
- Obstacles to letting go of the hour-long meeting
Check out these resources we mentioned during the podcast:
Jack: Straight from the Gut by Jack Welch
For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website.
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