Glossary
Pre-call research
Research to prepare for sales calls.
Pre-call research typically amounts to reviewing prospect’s intake forms, previous CRM activity, website, LinkedIn. Sometimes it’s also necessary to understand their product, company and industry.
Typical pre-call research goals are to:
1. Understand history. Ensure you’re up to date on their past experience and contact with your company and their activity on your website.
2. Find commonality. Look for connections between their company and yours, such as alignment with your mission or causes.
3. Find recent news or events, such as recent seed rounds, community events, product launches, promotions, etc.
Pre-call research varies in importance depending on the industry, price and sales volume. If you’re doing a handful of multi-million dollar deals per year then you’ll need more pre-call research then someone selling thousands of cheap widgets.
Typical pre-call research goals are to:
1. Understand history. Ensure you’re up to date on their past experience and contact with your company and their activity on your website.
2. Find commonality. Look for connections between their company and yours, such as alignment with your mission or causes.
3. Find recent news or events, such as recent seed rounds, community events, product launches, promotions, etc.
Pre-call research varies in importance depending on the industry, price and sales volume. If you’re doing a handful of multi-million dollar deals per year then you’ll need more pre-call research then someone selling thousands of cheap widgets.