About this episode

Leigh Farnell discusses the differences between virtual meetings and in-person Gemba prospect visits, emphasizing the importance of being physically present to build trust and uncover insights.

🎧 Podcast Description Should you jump on Zoom… or get in the car and go see the client? It's a question every salesperson faces—and most get wrong. In this episode, Leigh Farnell breaks down the real difference between virtual meetings and what he calls the Gemba prospect visit —being there, in the client's world, where the real work happens. You'll discover: When Zoom is efficient… and when it quietly kills your chances Why being physically present changes the quality of the conversation How Gemba visits uncover insights you'll never get on a screen The hidden cost of "saving time" and how it impacts your close rate A simple framework to decide: Go or Zoom? This isn't about old-school vs modern selling. It's about understanding where trust is built, where problems are revealed, and where decisions are actually made . Because sometimes the fastest way to win a deal… is to slow down, show up, and step into the client's world. www.leighfarnell.com CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if…

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