There is no shortage of sales tips and tricks to implement out there, we've certainly published our fair share, but at the end of the day, the thing that will make or break most deals is your preparation.
How you prepare for a sales call can have a dramatic impact on the call's outcome. Put the time in to lay a solid groundwork of preparation and you can find deals falling into your lap. Try to wing it and your prospects can spend most of your call thinking about which of your competitors to call next.
To help streamline your call prep process and make sure you cover the most important aspects, we sat down with some leading sales experts for our new e-book, and distilled their advice into a concise checklist for sales preparation. Hat-tip to Kyle Porter for providing the framework.
Reference : https://www.salesforce.com/blog/2014/03/do-the-work-8-steps-to-sales-call-preparation-checklist.html