In the fast-paced world of B2B tech sales, knowing how to prepare for sales calls is a crucial skill that can make all the difference. Megan Killion, your go-to expert for building pipelines, is here to guide you through the process. So buckle up, grab a notepad, and let’s dive into the art of pre-call planning!

• Review account history: Understand your prospect’s past experiences and preferences. Get involved early and show them how you can solve their unique problems, giving you an edge over the competition.

• Check for recent activity: Monitor your CRM and Sales Engagement tools to identify potential opportunities. Look for interactions between executives or recent events that might indicate an opening for a conversation.

• Identify competitors: Research your prospect’s industry and competition. Use social proof to show how your solution has helped others in similar situations, making it relatable and appealing.

• Scour public company news: Keep an eye on news articles and press releases to stay informed about significant updates or initiatives that might create a sense of urgency for your prospect.

• Know company organization: Familiarize yourself with the company’s organizational structure and decision-makers. Tailor your approach to address their key concerns and strategic goals.

• Leverage LinkedIn: Use LinkedIn to gain insights into your buyer’s expertise, role, and pain points. Cater your presentation to their specific needs and establish rapport by speaking their language.

• Set the agenda: Establish a clear meeting agenda that allows your prospect to contribute and voice their concerns, demonstrating your willingness to listen and adapt.

• Plan your discovery: Prepare targeted questions to uncover your prospect’s business needs and real pain points. Strive for a balance between asking questions and actively listening.

• Organize your resources: Ensure you’re well-prepared with a smooth presentation, functioning equipment, and a clear understanding of your goals for the call.

• Decide on the next steps: Know what you want to happen after the call and work towards achieving it. Building rapport and trust takes time, so be patient and persistent. 

By following these steps and adapting them to your unique sales process, you’ll be well on your way to mastering the art of pre-call planning. And remember, Megan Killion is always here to help you grow your B2B tech sales pipeline with ethical marketing practices.

Ready to level up your game? Schedule a 1:1 consultation with Megan Killion today!

Sources:
https://www.demanddrive.com/blog/cold-calling-best-practices
https://www.gong.io/blog/sales-call-planning/