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How to run effective sales meetings

In this episode, James breaks down what makes a sales meeting genuinely effective and why so many fail to drive real outcomes. He explains how clear structure, tight time management, and focused agendas can transform meetings from time-wasters into powerful performance tools. James shares practical frameworks to bring clarity and consistency to your sales meetings, including the LION model for weekly check-ins and the MIST model for monthly sessions. These structures help teams review progress, surface obstacles, and commit to clear next steps, while keeping energy and accountability high. This episode is a must-listen for sales leaders who want meetings that motivate their teams, improve communication, and directly contribute to hitting targets. Key Takeaways Effective sales meetings should be concise, ideally no longer than 45 minutes. A clear agenda with time limits keeps discussions focused and productive. The LION model provides structure for weekly updates around wins, obstacles, and commitments. Strong sales leadership involves engaging with individuals and supporting team morale. Documenting actions and commitments ensures accountability and follow-through. Adding feedback and motivation to monthly meetings helps drive sustained performance. 0:00 - Introduction and Welcome 0:27 - Why Learn to Run Effective Sales Meetings 1:30 - Three Types of Sales Meetings 1:56 - Focus on Weekly and Monthly Meetings 2:17 - The Weekly Sales Meeting: Short and Sharp 2:46 - Recommended Duration for Weekly Meetings 3:34 - The Monthly Sales Meeting: Strategy and Training 4:22 - The "Four Clears" for Effective Meetings 6:06 - Setting a Clear Timeline for Meetings 7:09 - The Importance of Short, Focused Meetings 7:29 - Clear Agenda and Requirements for Meetings 9:01 - Tip: Get People to Submit a Written Update 11:05 - Setting Standards and Values for Meetings 12:38 - Keeping a Record, Especially for Forecasting 13:43 - The LION Model for Weekly Meetings 14:04 - Last Week 14:14 - Issues 14:21 - Opportunities 14:29 - Next Week 16:15 - The MIST Model for Monthly Meetings 16:30 - Motivation 17:32 - Information 18:39 - Support 20:26 - Training 21:23 - Finish with a Clear Commitment 23:00 - Summary and Request for Feedback 24:32 - Inspirational Story: Kevin Hines 27:09 - Closing Remarks Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsl... Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.