Episode #101 The Importance of Pre-Call Planning

Effective pre-call planning helps salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. And if you’re a manager, you can win more deals by coaching them in these key pre-call planning skills.

Successfully conducting a call can be a tricky process to navigate. On one hand, you can't script your call. You don't want to come off as too nervous to deviate from some rigidly defined course you've set for the conversation. On the other, you can't just wing it. A sales call isn't an appropriate forum for trying to practice your improv skills.

No, neither of those options will help your case. That's why you have to strike a delicate middle ground between the two, and that comes from comprehensive, calculated preparation.

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