According to research from Forrester, 85% of executives say that they are disappointed with the meetings they have with sales people – even if they had been looking forward to the encounter.

More alarming still, only 7% agree to follow up conversations… (I’ll let you fill in the blanks of what that means to your business).

Recently, I spoke with Lindsay (not her real name), the head of sales enablement of a market-leading organization with one of the most buttoned-up sales operations I’ve ever come across.