Gartner Research

Tech Go-to-Market: The Ideal First Sales Meeting Agenda and Presentation

Published: 30 January 2018

ID: G00348897

Analyst(s): Michele Buckley


Many emerging technology providers find it challenging to progress a sale beyond the first meeting with a prospect, often due to critical sales mistakes they unknowingly make. Technology business unit leaders should follow these best practices to increase sales success in the first sales meeting.

Table Of Contents
  • Key Challenges



  • Focus on the Prospect's Perspective, Not Yours
  • Objectives of the First Sales Meeting
  • What Buyers Want and Value
  • Save Technology Stories for Later Meetings, Not the First
  • The Ideal First Sales Meeting Agenda
  • First Sales Meeting Presentation Content Quality Checklist
  • Summary

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