Each meeting features several segments for each business category. They will vary based on the topic, but some of the most popular segments are:
1. Think Like an Owner
Salespeople will view each business through the eyes of the owner by understanding a P&L and the key
issues that drive profit. Seeing the big picture will help salespeople better understand what is competing
for the dollars they seek to secure.
2. Category Brief
A review of an updated Category Brief, showcasing top relevant news headlines, Valid Business Reasons
based on those headlines, and needs analysis questions to flush out the type of needs that will lead to a
3. Success Stories
Stories from the field will give sellers confidence in their approach and fill their head with relevant
anecdotes to increase their credibility with each prospect.
4. Selecting Prospects
We will apply common sense criteria for each business category, so sellers choose the most ideal
prospects—and end up fishing where the fish are!
5. Prepare to Make Digital Discoveries
We close each category segment with tips sellers can use to prepare to greatly improve their needs
analysis and set the stage to include digital as a key part of the solution.