Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect?
I want to gather as much information as I can about the person based on the data we have collected from our website, etc..
Identify some of the things you would like to know about them.
Realize that some information you will be able to get only by speaking directly with them.
Validate that they have a problem and validate that they care about solving the problem.
Your initial call should be about discovering things about them and their company.
Deliver some sort of value back to the prospect.
Have a clear understanding of the design of the call.
Have desired next steps defined prior to your call.
If you take the combination of the research that you’re doing, the design work that you’re doing and the documentation in the call plan, you will have better calls with your customers and prospects.
Don’t overcomplicate it!

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Call Planning - A Tactical Discussion

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