FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

1. When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer.
2. Use the right communication tool for the job. Synchronous conversation wins.
3. Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal).
4. Before the meeting, ask yourself, "What is the micro-commitment I want from the prospect at the end of this meeting?"