Better sales conversations
Oct 27, 2025
Stop blaming the salesperson for a bad meeting if you didn’t help them prepare for the right one
You want better customer conversations?
Start by making sure your team is walking into the right rooms, with the right research and the right mindset
No one wins business by winging it anymore
Great sales leaders help their teams align before they engage
That means:
- Understanding the customer’s business
- Knowing who’s in the room and what matters to them
- Getting clear on the outcomes they care about
- Preparing to bring something valuable to the table
You want better customer conversations?
Start by making sure your team is walking into the right rooms, with the right research and the right mindset
No one wins business by winging it anymore
Great sales leaders help their teams align before they engage
That means:
- Understanding the customer’s business
- Knowing who’s in the room and what matters to them
- Getting clear on the outcomes they care about
- Preparing to bring something valuable to the table
“Just get in the door and show them our stuff” is not a strategy
It's wishful thinking
Alignment isn’t just pre-call prep... it’s strategic discipline
It’s about focusing your team on:
- The right accounts
- The right roles
- The right problems
And making sure they don’t just talk about what they sell, but why it matters
'Align' is part of the VALUE Framework to do with 'right research'
Here’s how to coach it as a sales leader:
🔸Expect pre-meeting plans - not wing-it sessions
🔸Role-play call openings.- especially how they’ll build relevance fast
🔸Review LinkedIn profiles together - help salespeople get curious about the humans, not just the title
🔸Challenge them: “What’s the customer likely to care about right now?
🔸Reinforce: no insight, no invite
If your team’s opening line is “Let me tell you about our company” - that’s a leadership problem
Better alignment builds better conversations
Better conversations build pipeline that moves
How do you help your salespeople align with the customer before the call?
It's wishful thinking
Alignment isn’t just pre-call prep... it’s strategic discipline
It’s about focusing your team on:
- The right accounts
- The right roles
- The right problems
And making sure they don’t just talk about what they sell, but why it matters
'Align' is part of the VALUE Framework to do with 'right research'
Here’s how to coach it as a sales leader:
🔸Expect pre-meeting plans - not wing-it sessions
🔸Role-play call openings.- especially how they’ll build relevance fast
🔸Review LinkedIn profiles together - help salespeople get curious about the humans, not just the title
🔸Challenge them: “What’s the customer likely to care about right now?
🔸Reinforce: no insight, no invite
If your team’s opening line is “Let me tell you about our company” - that’s a leadership problem
Better alignment builds better conversations
Better conversations build pipeline that moves
How do you help your salespeople align with the customer before the call?
(The VALUE Framework can be 'installed' in 90 days with a performance guarantee using the Collaborative Selling Accelerator... reply to learn more)
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