Scenario
Add more people to a high-value meeting to give it a greater level of importance. People have a hard time “no showing” when they know that others are depending upon them. It’s difficult to reject meetings when multiple third-party individuals are involved.
Use company org charts to identify and invite other potential stakeholders to the meeting. This is a good play for high-value prospects with a high risk of no-shows.
Trigger
• You’ve scheduled a pitch meeting with a high value but potentially risky prospect
Actions
• Invite more people to the pitch meeting
• Use a company org chart to identify possible members of the buying committee
• Send invites to these people and other potential stakeholders