A Surefire Way to Improve Close Ratios


Accelerate Your Sales Success: The Power of Pre-Call Prep

Sales VP’s, are you tired of witnessing your sales team squander valuable opportunities by “winging it” during prospect meetings? It’s time to take control and ensure consistent success by embracing the power of pre-call preparation.

Statistics speak for themselves: sellers who engage in thorough pre-call work experience a minimum 20% boost in productivity. Now, imagine the impact a 20% increase in sales results could have on your revenue. It’s a game-changing opportunity that should not be overlooked.

The purpose of pre-call prep extends beyond mere preparation; it enables you to meet your prospects exactly where they are in their buying journey. By understanding the stage of your sales process and aligning it with the prospect’s position, you can design a conversation flow that ensures advancement. This level of strategic planning positions you for success and significantly increases the overall effectiveness of your meetings.

Align with your Prospect

Alignment is the critical factor that sets apart successful sales interactions from missed opportunities. Picture this: you’ve secured a crucial prospect meeting and you’re ready to share information about your company and showcase your product’s features. However, unbeknownst to you, your prospect’s primary goal is to delve deeper into their existing problem and determine if it warrants resource allocation for a solution. Your meeting goals are clearly misaligned.

If you proceed with your current agenda, frustration awaits both you and your prospect. They won’t get the insights they sought, while you’ll be disappointed as they reject the next step. To avoid this pitfall, here are two simple steps to incorporate into your pre-call prep:

  1. Start by understanding your prospect’s goals for the interaction. The best way to uncover this information is by asking them directly. A simple question such as, “What would make this meeting productive for you?” Additionally, consider sharing the agenda or discussion points a few days in advance and seek their input. This inclusive approach fosters collaboration and establishes a foundation for alignment.
  1. Once armed with your prospect’s goals, align your own objectives for the meeting accordingly. Be realistic and adapt your goals to meet their needs. If your prospect is seeking information, your aim should be to provide the right information in the right manner, encouraging them to agree to a logical next step.

Let’s consider an example:

Jaden is an account manager for a large software company. She was preparing for a client meeting to discuss expanding her services. Jaden discovered that her client’s primary goal for the meeting was to gather ideas and data to complete an internal business case,e justifying the addition of these new services. With this clarity, Jaden brought in an expert from her company who possessed all the relevant data her client was seeking. The client was delighted and expressed appreciation for Jaden’s meticulous preparation and willingness to secure an expert’s assistance.

As a result, Jaden not only secured a substantial contract for new services but also deepened her relationship with the client. None of this would have been possible if her goals for the conversation were out of sync with the client’s.

Ring the Bell

The key to a successful prospect conversation lies in meeting your prospects where they are. Commit to pre-call prep before every prospect meeting, and watch as the bell rings with greater frequency, signifying your consistent success. Embrace the power of preparation and elevate your B2B sales to new heights.

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