Managing a Joint Meeting

...it is important that every member of your team makes a contribution, so call on you colleagues when their expertise is needed, and explain why.

In a joint sales meeting, it is even more important that you act as the facilitator, managing the process and trying to ensure that both your objectives and your customer's are fulfilled. Get the meeting off to a positive start by inviting introductions: make sure that everyone knows who everyone else is and that all are clear about what each party hopes accomplish.

During the meeting, it is important that every member of your team makes a contribution, so call on you colleagues when their expertise is needed, and explain why. "I would like John to answer that question since it falls within his area of expertise."

ACTION POINT: When making joint sales calls manage the process.