How to prepare for a sales call in 9 steps

Sales call prep used to eat an hours.

9 ways to use it before every call:

1. One-page account brief from their website, LinkedIn, X and press releases.

2. Buying committee map: decision-makers, influencers, blockers.

3. Role research so you know what buying committees cares about.

4. Pain points pulled straight from their last earnings call.

5. 5 tailored discovery questions for their industry and role.

6. A 2-sentence opener built from their recent LinkedIn activity.

7. Top 3 objections and how to respond before they come up.

8. Competitor comparison focused on positioning gaps, not features.

9. Follow-up plan with 3 value-add touchpoints tied to their priorities.

None of this replaces the actual listening and being helpful.

It just means you stop wasting the first 15 minutes figuring out who you're talking to.