Ten minutes of preparation can change the whole tone of a sales call. Buyers notice quickly when a salesperson has done their homework — and when they have not.
The ten-minute pre-call checklist
- Read the company's website and recent news.
- Check the contact's role and how long they have been in it.
- Note one trigger event, such as hiring, expansion, or a new product.
- Review any past conversations or emails in your CRM.
- Write down the single objective for this call.
- Prepare three discovery questions specific to this account.
Set one clear objective
Every call should have one objective, such as booking a demo or confirming the decision process. Knowing your objective keeps the call focused and makes it easy to ask for the next step.
Turn research into questions
Research is only useful when it shapes the conversation. Instead of reciting what you found, turn it into a question: "I saw you opened a new office — how is that changing your hiring plans?"
Get call-planning templates and research checklists in the Sales Preparation & Pre-Call Research System.