Pre-Call Prep?

Dearest Savages,


How much time are you spending on prepping before discovery calls?


I spend about 15 minutes and feel properly prepped. I was talking to someone that I really respect, and they really do a deep dive on the company and prospecting. We have somewhat of a similar close rate, but we are at different companies. We both have a long enterprise SaaS sales.


I guess that I'm really trying to ask, should I be training myself to do better research?


Thanks!

๐Ÿ‘‘ Sales Strategy
๐Ÿค“ Sales Tech
๐Ÿน War Room
7
antiASKHOLE
Tycoon
7
Bravado's Resident Asshole
I prep about 10-15 minutes and it does pretty good for me. I found if I go over 20 minutes, I have wasted time unless it is a large client, then it just takes a little more time to grab the data. Plug and play for the most part.
Sunbunny31
Politicker
6
Sr Sales Executive ๐Ÿฐ
I do as much research as I have time for before a call with an Enterprise prospect. Quick turnaround or lower title, it's more basic - who the contact is, role in the org, which division (which should tell me what they care about), and anything in the news/financials/company website that could be relevant (again, what they might care about). I'm using BuiltWith to check their site (I'm in tech).

If I have plenty of time, I'm going deeper - who they're connected to in my org, which of our partners is in there and what intel can I get. from them, does my strategic VP have any intel he can share?

No matter what, once I get there, I spend more time listening than talking.
Epictetus
Valued Contributor
2
SaaSy
How much time does it normally take?
Sunbunny31
Politicker
5
Sr Sales Executive ๐Ÿฐ
I read really fast, so 15-30 minutes if I'm jammed, up to an hour if I have more time.

Of course if this is an account I already have profiled, could be faster. Also will spend more time once we go past initial discovery.
CuriousFox
WR Officer
5
๐ŸฆŠ
Also depends on the vertical. You need certain info for each. Ex: K-12 you'll need headcount, cost per student, etc.
jefe
Arsonist
4
๐Ÿ
At least 15 minutes, usually more. You gotta equip yourself to come out on top and get the most out of that call.

Deals are made in disco.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
I have a script I mostly follow in discovery which is centered around getting them talking. Its very flexible, depending on in which direction the conversation goes, but it helps keep me on track and cover the items I need to know and my company needs to know.

I also have lots of conversation starters, objection overcomers, and other tidbits I have come across which I consider useful in a Discovery.
Epictetus
Valued Contributor
1
SaaSy
Do you research at all?
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
I hit the web site and maybe LI if Iโ€™m targeting a person. But most of the info I need and the path I want to take them down is agnostic to the research.
Padraig123
Executive
1
Mid Market Account Executive
Care to share the script at all? Would love to compare with my flown
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
Itโ€™s unique to me and what i sell. You need to develop what works for you.

Start with the end in mind. What outcome do you want? List out the info you need and info you want. Make it conversational.

Kosta_Konfucius
Politicker
1
Sales Rep
Depends if I have other people join the call or not, usually just 15 min is fine. Especially, if I set it. I can remember why they took the meeting
Epictetus
Valued Contributor
2
SaaSy
Ok this makes sense. I actually feel like 15 min is gold for me.
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