Most salespeople agree that advance prep for important prospect meetings is a precursor for successful call outcomes. However, based on my observations from working with hundreds of salespeople over the years, many continue to just “wing it.” Sales call after sales call, they leave the entire outcome to chance.

Yet, statistics are clear. Sellers can gain at least a 20% bump in productivity through consistent pre-call work. What does a 20% increase mean for you? It means 20% improvement in revenue and a huge boost in sales commissions.

The purpose of pre-call prep, used in all stages of the sales process, is to meet your prospect where they are and design a conversation flow that ensures advancement. It starts with a clear understanding of which stage of your sales process you’re in and where the prospect is in their buying journey.