Face-to-Face Selling & the Call Nobody Prepared For | Field Notes Ep. 11

Two topics. Against the clock. There's a generation of salespeople who have never sat across a table from a prospect, never walked a client around an office, never asked for a referral over lunch. That's not a criticism, it's what happens when a career path disappears and a pandemic fills the gap. This episode is about why in-person selling has become a lost art, what the best enterprise sellers are still doing differently, and why the deals that get signed on a handshake are harder to replicate over Zoom than most people want to admit. Then there's the call plan, or rather, the absence of one. Most reps walk into discovery calls with no plan, no stakeholder map, and no idea who else needs to be involved to actually get this done. New episodes every week with James Bissell and Rich Washington. Set the chicken. We're on the clock. -- Field Notes is sponsored by Tick Talent and The Revenue Enabler. If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/ Hosted on Acast. See acast.com/privacy for more information.