Tips for Pre-Call Preparation

Your prospect Googled you before the call. The least you could do is return the favor. Yet so many reps still show up and open with: "So, tell me about your company…" "What do you do?" "Who are your competitors?" ⌛ Your prospect's time is precious. And you only get one first impression. Every basic question you ask that could've been answered with 10 minutes of prep silently tells your buyer: "I didn't care enough to prepare for this." I promise… buyers remember this sort of thing. Show up well and you'll be rewarded. Not just with deals, but with trust, referrals, and a reputation that opens doors. Differentiate not only your solution, but yourself as a seller and advisor. ––– Here's 5 ways to take your pre-call research to the next level: 1. Find out what leadership is betting on right now. For public companies, skim the latest earnings call or annual report. For private companies, look at recent press releases, funding announcements, or interviews with their executives. Don't just know what the company does, know what they're prioritizing RIGHT NOW. 2. Check their job postings. With a particular eye for roles that matter for your product or service. Open roles reveal where the company is investing and what problems they're trying to solve. A wave of data engineering hires tells you more than their About page ever will. 3. Study your champion's digital footprint. What have they posted, commented on, or shared on LinkedIn recently? What podcast were they on? What blogs have they written? Be sure to connect the dots between what matters to them and what you’re slinging. 4. Map the buying committee before the first call. Use LinkedIn and org charts to understand who else will likely be involved in the decision. Walk in knowing the landscape, not just the person in front of you. 5. Know the competitive landscape. Get a sense of the players in their space and the headline differences between them. See if any are already customers of yours and keep that in your back pocket. ––– The bar is on the floor. A little homework goes a long way. Show your buyers you respect their time, and they'll give you more of it.

After 11 years in sales, I've finally learned how to prep for calls in 5 minutes. Been tweaking this template for the last 4 years. It looks like: --> XX year old org --> # of employees --> % growth on LI / sales growing % --> RepVue: % attainment & Avg ARR --> Prior Ops? Result of Prior Op? --> Tech stack: --> Company News? --> Who will be On the call: (name/title) --> How long in Company/Role: Here's the specific WHY: --> XX year old org: The older the company, the slower they will make decisions (not always true...but almost always) --> # of employees: Points to the number of end users, but also probable growth stage --> % growth on LI & sales growing %: Companies experiencing double or triple-digit growth make faster decisions --> RepVue: % attainment & Avg ARR: If reps are doing poorly, this will impact morale, retention, hiring (ie the pain & motivation of DMs) --> Prior Ops? Result of Prior Op?: Have they talked to us before? How did it go? --> Tech stack: Do they invest heavily in tech? Do they use best of breed? --> Company News: May hold the biggest clues as to why they took the call --> Who will be On the call: (name/title) If they are Above the Line/ATL, I'll tailor my language to Impact on Risks & Market share. If Below the Line/BTL I'll speak more to Impact for the team / 'what goes away' for team --> How long in Company/Role: The shorter the time they've been there, the more likely they are to 1) still have budget 2) still be looking to make a big splash Here's the overarching WHY: --> Research makes 1st calls more impactful I know the basics so we can get to deeper things quicker --> Establishes how I want to run the call If growth & sales are down vs way up, those are different calls --> Sets the tone They know I come prepared. So much credibility to be earned by >>not<< asking prospects questions that could be answered by Google. "Fortune favors the prepared mind." - Louis Pasteur #pipelineanxiety #sales

So I joined a demo last week and the rep joined three minutes late, camera off, and the first thing I hear is "sorry, can you see my screen?" No, dude. No I cannot. Because you didn't test anything. This is the stuff that drives me bonkers. Everyone wants to talk about MEDDIC and value selling and consultative approaches. Meanwhile reps are fumbling the absolute basics that cost them deals before they even start. Here's what I mean: 1. Join the call 3 minutes early. Not on time. Early. Because early IS on time. Plus, remember that is so, so easy to be early. You literally have hours to do so, whereas “on time” lasts only for a single minute. Anyway, when you show up early, test your audio. Test your screen share. Make sure your background isn't your unmade bed. The prospect shows up to a room where you're waiting, composed, ready. That's how you signal professionalism before you say a single word. 2. Camera on. Always. Don’t worry, your hair looks fine. People buy from people, not from profile pictures and disembodied voices. If you're not willing to show your face, you're already communicating that you're not fully present. 3. Have your deck/demo queued up. Don't make them watch you navigate folders like you're Magellan searching for the East Indies. Have everything open in separate tabs. Know exactly where you're going. Confidence comes from preparation, not winging it. 4. Use their name. Correctly. I was on a call a few months back when a rep kept calling me "Mike" for 30 minutes. Name's Matt. It was on the Zoom screen, buddy. This is basic respect stuff. If you can't get someone's name right, why should they trust you with their budget? BTW - if you're unsure how to pronounce someone's name, simply ask them. "Hey I want to make sure I pronounce your name correctly - is it [NAME]?" 5. Follow up the same day. Not tomorrow. Not when you "get a chance." Ideally within 2 hours of the call. Send a recap, next steps, and anything you promised. Speed signals commitment. Look, I get it. This feels remedial. But you know what? There are reps that are fucking this up. And in a world where everyone's got the same deck, the same demo, the same pitch, these tiny details ARE the difference. Your buyer isn't comparing you to the perfect rep. They're comparing you to the last three reps they met with who showed up late, forgot their name, and never followed up. Do the basics. Do them every time. Hate to say it, but that alone will separate you from the pack.

I’m often asked how I prep for customer calls. Here’s the 5-point, 15-minute checklist I’ve been using over the last decade before every customer meeting: 1/ Look up all attendees on LinkedIn Goal here is to know who you’re talking to and where they’ve worked. Pro-tip is to find 1 commonality with each person to quickly build rapport (ie college, living location, previous employer, etc.) 2/ Browse their website This is the most obvious thing that is not done enough. Go to their website and learn about their products and value prop. Jot down a few of their key customers to reference. See if they have any unique channels like a partner program. This one is a no-brainer that is skipped way too much! 3/ Study their LinkedIn company page I’ve found that LinkedIn company pages are full of unique insights you can’t find elsewhere. They have the most accurate employee counts, can give you a pulse on recent posts, and provide an up-to-date company mission in a few short lines. 4/ Find the latest news via Google News Do a Google News search for the company. Heading into a meeting, I’ve found huge nuggets here like a CEO change, a recent acquisition, or even controversies to steer clear of. 5/ Understand their market via a competitor search Do a simple search for [company name] competitors. This will give you a good sense of the landscape and who they are competing against. And 2 bonus points if you're meeting with a public company: 6/ Look up their stock ticker on Google Finance This will give you a real-time view into the company financials. I like to zoom out to 1 or 5 year performance, and do a quick glance into the “news” section for insight on recent earnings. 7/ Understand the company history via Wikipedia This one is not used enough, but there are tons of juicy details you can find on Wikipedia pages. Almost a mini-history lesson on a company. What else do you do to prep for your customer meetings? #sales #salesenablement #learning 

3 days before every sales call, I do this one thing. It's doubled my close rate. Most salespeople prep 10 minutes before the call. I prep 72 hours before. Here's why: Last month I had 8 discovery calls scheduled in one day. Monday morning I checked my calendar. 4 of them hadn't accepted the meeting invite. Red flag. I immediately sent this message: "Noticed our call for Thursday at 2pm hasn't been confirmed yet, [Name]. Still good on your end? If timing doesn't work, happy to find something better." 3 responded within hours. 1 rescheduled for the following week. 1 admitted they'd forgotten and weren't prepared. 1 said they were no longer interested. Without this check? I would've wasted 4 hours on no-shows and unqualified calls. Instead, I spent those 4 hours on qualified prospects who actually closed. But I don't stop there. My 3-Day Sales Prep System: Day 3 Before: Check if calendar invite is accepted Follow up if not confirmed Research company size and recent news Day 1 Before: Review each attendee's LinkedIn profile Note their role, tenure, previous companies Identify the source (website, referral, LinkedIn, etc.) Prepare personalized talking points 10 Minutes Before: Open my "free notes" template List attendees, company size, call reason Review my discovery call pillars Get in the right headspace Most reps show up cold and wing it. I show up knowing: → Who I'm talking to → Why they booked the call → What questions to ask → How to personalize the conversation The difference is night and day. Prospects say things like: "Wow, you really did your homework" "I can tell you understand our business" "This feels different from other sales calls" When someone feels understood, they buy. When they feel like another number, they ghost. Your competition is showing up unprepared. They're checking LinkedIn during the call. They're asking generic questions. They're winging the close. You have a massive advantage if you just do the work. 3 days of prep beats 3 hours of pitch. Every. Single. Time. If you're not prepping at least 24 hours in advance, you're leaving money on the table. Agree?

When I first started doing founder-led sales, I had no idea how to run an enterprise deal. Today we sell to dev teams at companies like HubSpot and Rippling. Here’s what I’ve learned about multi-threading early. It’s easy to start multi-threading when deals stall. By then, it’s too late. You need to build internal alignment before the first call. Here’s what I do: Phase 1: Before the meeting 1/ Research the invite list Look at everyone on the calendar. Understand their role, team, and what “success” likely means for them. 2/ Connect early Send short, personal LinkedIn messages to everyone attending. “Hey [Name], noticed you’ll be joining the meeting on [date]. Looking forward to understanding your perspective.” You’d be surprised how many people click through your profile before the call. 3/ Send a single-threaded pre-meeting email to every attendee “Hi [Name], I see you’ll be part of our discussion next week. [Main POC] has been super helpful so far, and I’d love to make sure we address everyone’s needs. What aspects of [solution/product] would be most valuable for you?” One reply from a secondary stakeholder can completely change how you frame the call. ------ Phase 2: During the meeting 4/ Start by aligning goals “What specific outcome of today’s meeting would make this meeting valuable for you?” You’ll surface hidden priorities. 5/ Read the room If someone looks lost or disengaged, DM them directly: “We may have rushed through [topic], would a quick clarification help?” “This seems to resonate with you. Should we explore this aspect further?” Treat the meeting like a conversation, not a presentation. ----- Phase 3: After the meeting 6/ Follow up with every attendee in a single-threaded message with context Re-watch the call. Look for moments where individuals leaned in or dropped off. Then tailor your follow-ups: “Wanted to clarify [concept] from our discussion. Here’s a short explanation.” “You seemed excited about [topic]. Here’s a quick resource expanding on that.” Within 24 hours, every attendee should have 1:1 message from you that feels written just for them. ------ Why this works You’re building alignment before anyone asks for it. By the time procurement or leadership steps in, you already have advocates across the table. This is how you turn one conversation into multiple champions. And that’s how early-stage founders close enterprise deals faster.

Tens of thousands of cold calls taught me this… Most reps are doing it completely wrong. They make 2-3 calls between Slack messages. Check email. Do some research. Make a few more calls. Wonder why their calendar stays empty. Meanwhile, top performers follow specific systems that consistently fill their pipelines. After years of testing what works (and what doesn't), here are the fundamentals that separate successful cold callers from everyone else: 1️⃣Time blocking beats scattered calling every time. Shut down Slack, close email, put your phone on do not disturb. One hour of focused calling outperforms eight hours of distracted attempts. 2️⃣Setup determines success. Clean desk the night before. Browser tabs closed except your CRM. Contact list ready to go. Remove every possible friction point so you can start calling immediately. 3️⃣Energy management isn't optional. Proper sleep and clean eating directly impact call performance. Hard to believe until you try calling after a night of poor sleep versus eight hours of quality rest. 4️⃣Warm up like an athlete. Run through your first 5-10 calls out loud before dialing. Practice handling objections. Get your brain and voice ready before real prospects answer. 5️⃣Frameworks beat winging it. You don't need to sound robotic, but you need structure. Permission, problem, cost of inaction. Simple formula that works consistently. 6️⃣Write it down and make it visible. Brain fog hits everyone mid-call. Having your framework printed in large font saves you from fumbling when prospects ask unexpected questions. 7️⃣Prepare for predictable objections. Same 4-8 objections come up 95% of the time. Uncover, overcome, ask. Have responses ready instead of stammering through them. 8️⃣Record everything and listen back. Elite athletes watch game film. Sales reps should listen to call recordings. Your tonality, word choice, and objection handling become obvious when you hear yourself. 9️⃣Call when others don't. Friday afternoons worked best for me. Fewer competing calls, backup receptionists, tired decision makers with weekend plans. Blue ocean strategy applied to cold calling. 🔟Consistency trumps intensity. One focused hour daily beats sporadic marathon sessions. Pipeline problems show up weeks later when prospecting stops today. The difference between struggling reps and quota crushers isn't talent. It's system execution. Most reps treat cold calling like a necessary evil. Top performers treat it like a craft worth mastering. — Sales reps! Check out more secrets to master cold calls: https://lnkd.in/g7MBsEcR Sales Leaders! Want to install winning systems into your teams? Go here: https://lnkd.in/ghh8VCaf

The IB Analyst’s Pre-Meeting Checklist: How to Walk In Prepared Every Time In investment banking, you are judged on the value you bring to every meeting, whether it is a client call, an internal discussion, or a live deal review. While most analysts focus on the slides, the best ones prepare themselves first. Here is the checklist I use to make sure I walk into every meeting ready to add value. 1. Review the Latest Numbers - Check the company’s most recent financials - Note key ratios, margins, and any movement since the last discussion - Have the valuation numbers at your fingertips such as EV, P/E, and sector comps 2. Refresh on the Sector Context - Scan the latest news in the company’s sector - Note any competitor moves, regulatory changes, or market shifts - Be ready to reference this if relevant during discussion 3. Anticipate Questions - Think about what the MD or VP might ask - Identify two or three likely challenging questions based on the topic - Prepare concise responses or know exactly where to find the answer 4. Check the Deal Timeline - Where are we in the process: pitching, diligence, negotiation, or closing? - Which deliverables are due next, and who owns them? - This helps you align your updates with the meeting’s focus 5. Review the Materials - Read your own slides as if you are seeing them for the first time - Fix typos, ensure formatting consistency, and check that numbers flow logically - Keep backup data in case someone asks where a number came from 6. Carry the Essentials - Meeting agenda (if available) - Latest pitchbook or relevant materials - Notepad or device ready for action points Note: Arrive 10 minutes early, physically or virtually, to settle in, review your notes, and check your technology setup. Being calm when the meeting starts is an advantage. Remember - Luck favours the prepared. The analysts who get noticed are the ones who show up ready, with numbers in their head, context in their mind, and answers at their fingertips. Save This. Share this with someone you think may benefit from this. Follow Pratik S for Investment Banking Careers and Education. New batch starts from Sep 7th Wizenius - Be Deal Ready Dr. Bhumi

If you shoot from the hip, your sales will dip. Prepare to crush your discovery call With this pre-call plan framework: -------------------- 𝐂𝐎𝐌𝐏𝐀𝐍𝐘 𝐑𝐄𝐒𝐄𝐀𝐑𝐂𝐇 What relevant information did you find? What is your outside point of view? -      Firmographic data -      CEO vision -      Strategic priorities -      Challenges -      Related projects or initiatives -      Tech stack -      Partners -      Investors -      Funding status -      Recent announcements 𝐂𝐔𝐒𝐓𝐎𝐌𝐄𝐑 𝐀𝐓𝐓𝐄𝐍𝐃𝐄𝐄𝐒 Name, title, research notes -      Current role -      Work history -      Previous companies -      Location -      Universities -      Recent posts -      Things they care about -      Interests, skills, -      Common connections -      ‘People also viewed’ on LinkedIn 𝐎𝐓𝐇𝐄𝐑 𝐊𝐄𝐘 𝐂𝐎𝐍𝐓𝐀𝐂𝐓𝐒 𝐍𝐎𝐓 𝐈𝐍 𝐌𝐄𝐄𝐓𝐈𝐍𝐆 Name, title, research notes -      What is their org chart? -      Who do the attendees report up to? -      Are there any connections to the top? -      Any patterns between groups of people -      (used to work together, same school, etc) 𝐃𝐄𝐒𝐈𝐑𝐄𝐃 𝐎𝐔𝐓𝐂𝐎𝐌𝐄 (𝐆𝐎𝐀𝐋𝐒) What do you want the buyer(s) to do, know, and feel? What do you want to accomplish? -      Agree to a follow up meeting -      Provide documentation -      Intro to leadership -      Motivated to take action -      Agree to text 𝐅𝐈𝐍𝐃 𝐎𝐔𝐓 What info & opinions do you need to validate? -      Use Case -      Problem -      Consequence -      Required Capabilities -      Value Impact -      Constraints -      Alternative solutions -      Decision process -      Buying committee -      Budget, Timing 𝐏𝐎𝐈𝐍𝐓 𝐎𝐔𝐓 What points or topics do you want to emphasize? -      Share research (company and people) -      Name drop (common connections and key execs) -      Why US -      Customer stories -      Buying process 𝐌𝐄𝐓𝐑𝐈𝐂𝐒 What metrics/KPIs/OKRs are they likely to care about? -      Revenue growth -      Cost reduction -      Completion rate -      Error rate -      Fraud exposure 𝐀𝐍𝐓𝐈𝐂𝐈𝐏𝐀𝐓𝐄 What questions might the buyer have? What will be your response? -      Competitive landmines -      Pricing -      Experience -      Security -      Integrations -      Implementation process 𝐌𝐄𝐄𝐓𝐈𝐍𝐆 𝐌𝐀𝐍𝐀𝐆𝐄𝐌𝐄𝐍𝐓 What are the meeting topics, sequence, and timing? -      Attendee roles -      Opening (building rapport) -      Agenda -      Next Steps -      Highest person in the meeting -      Potential blockers

If you’re still joining calls and “figuring it out live,” that’s not scrappy... that’s a leadership risk. When you show up without context, your brain is doing three jobs at once: understanding the situation, deciding what you think, and trying to sound confident. That’s where deals slip, team trust erodes, and you leave the call wondering, “Did we actually move anything forward?” Prepared leaders don’t just know the agenda, they know the terrain before they step into the room. A few simple shifts: - Require a one-page brief for every external call: who they are, what they care about, your last touchpoint, and the intended outcome. - For internal calls, standardize a template: current status, key decision needed, and options on the table. No brief, no meeting. - Block 10 minutes before each meeting as “load time” to scan the brief, jot 2–3 questions, and define your ideal outcome. - After the call, have someone log decisions, owners and deadlines; and send it out within 15 minutes while context is fresh. When you protect your attention like this, you stop burning mental energy just getting up to speed and start actually leading. 👉 We built a FREE Meeting Prep Pack Generator GPT that helps your EA spin up tight pre-call briefs and follow-up packs in minutes. Grab the link in the comments. What’s the one meeting each week where better prep would change everything?