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curiousseller profile picture

curiousseller

Head of Sales

Valued Contributor
Member
Member
+5

How do you prepare your sales calls?

What info do you check in advance? Have you tried any tools to help with that process?


For me it's quite a manual process to find info about the org, the people, what they care about, news, etc. Especially when doing ABS

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
โ˜‘๏ธ Qualification Calls
10

19 comments

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Sunbunny31
Politicker
5
Sr Sales Executive ๐Ÿฐ
Manual here as well. I read their financials, look at news, check LI/SalesNav, talk to partners, go through their website, check Builtwith. All those things.
CuriousFox
WR Officer
3
๐ŸฆŠ
G2 reviews, Crunchbase too
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
All good sources. Also talk to partners who may be engaged.

Note that my accounts tend to be large, strategic accounts - so prep is essential.
DungeonsNDemos
Big Shot
2
Rolling 20's all day
Builtwith is a new one for me. Thanks for sharing
curiousseller
Valued Contributor
1
Head of Sales
It bothers me quite a lot to have to go through many of those manually. What about you? What solutions have you tried, if any?
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
I read fast, which helps. I canโ€™t think of any other way to absorb the kind of info thatโ€™s going to help me formulate how best to connect with them and figure out how I can meet strategic initiatives.
Sales_Yoda
3
Sales Leader
Have chosen goals for the meeting: (1) minimum successful outcome, (2) ideal successful outcome, (3) other possible outcomes. Also, what are the prospect's goals for the meeting? Knowing these going in will help ensure you have a successful meeting with agreed upon action items. You can share these goals with anyone joining you on the call. Never conclude a sales call without confirming your "return ticket."
GingerBarbarian
Opinionated
2
Lead Sales
I often reach out to other people in the organization first whenever I can. People down the totem poll who can give me insight about what is going on at the company first hand and what issues the management is prioritizing. Other salespeople are often an awesome resource for information about what is going on with a company internally.
Maximas
Tycoon
1
Senior Sales Executive
I used to do it manually.
But now since I'm on au auto-dialer the full prospect's info is popped up on my screen once the call is landed!
curiousseller
Valued Contributor
1
Head of Sales
what do you use nowadays?
Maximas
Tycoon
2
Senior Sales Executive
Readymode!
Kosta_Konfucius
Politicker
1
Sales Rep
Nothing that crazy for me, CRM notes, find a same industry case study, linkedin, check for interviews of their leadership, and financial info
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Website, LinkedIn, Facebook, Credit Check, Secret Service, Military Record, Police Record...

You know, the usual.
curiousseller
Valued Contributor
0
Head of Sales
What do you do with

Credit Check, Secret Service, Military Record, Police Record...?
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Itโ€™s important to understand their motivations and if that doesnโ€™t work - what will motivate them to sign๐Ÿ˜‰๐Ÿ˜‰
curiousseller
Valued Contributor
0
Head of Sales
love it haha. Do you do any sort of paid reportings?
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
No
AnchorPoint
Politicker
0
Business Coach
Know your goal of the meeting and stay focused on that goal.
ReadTheScript
Politicker
0
Sales Manager
Lots of research stuff in here already so I'll approach this differently.

Right before the call (5 or so min) I do Wim Hof breathing to center and kill any anxiety heading into the call. I also try to set my intention and visualize the call going well.

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