What to do 15 minutes before a sales call?

Are you a Sales Engineer? Do you manage Sales Engineers? How about Sales Consultant? I’d really like to help you get some visibility in my book in exchange for a few quotes from you. Free is a great price, and it’s a win-win! Contact me!

This is a small part of a great article here, written by back on Jul 30, 2013. It appears on Salesforce.com.

It asks 10 sales reps what they do before a call. I consider this also a great practice for Sales Engineers, as we often do a lot more research than the reps do.

The best thing to do with the 15 minutes before sales call is to review the work you did in planning the sales call. You did plan the sales call, didn’t you?

You’re going to want to review the outcomes that you need to obtain in order to either create or to advance an opportunity. Achieving those outcomes almost always means creating value for your clients at whatever stage of the buying cycle they happen to be in. What do you need to do for your client or prospective client to help them get the outcomes that they need from this call?

It’s also helpful to review your notes from your prior calls. Review the names, titles, and needs of any and all of the stakeholders you are meeting with before your sales call. And make sure you’re prepared to cover all of the commitments that you made and kept since your last meeting.

Finally, it’s important to be in the right state. It’s important to be in a confident, positive, resourceful state. The interactions you have with your clients and prospects are too valuable to take lightly. You want to be prepared to create value and you want to be in the best state possible to do so.

Many years ago, I created my first Meeting Planner from MS Word, and it was designed to be filled out ahead of time to make sure we knew-even in the middle of a call, what we were supposed to make sure we left with.

Not many sales methodologies mention these kinds of tools, preferring instead to focus on what ‘base’ you are on, or what ‘stage’, etc.

What do you use to make sure your expensive call is productive & profitable?