Tip 2 – Understand objectives. 

What are you looking to get out of this meeting, and what are the objectives for the prospect? In most B2B sales situations, as the agency supplier you are looking to gain some form of decision from the prospect to move to some agreed next steps. These agreements (commonly referred to as “decision based objectives”) can be anything from a further meeting with the same people, additional meetings with other decision makers, a request for a proposal, an invitation to pitch or a commitment to appoint you.