B2B Sales Strategy: Pre-call Prep for Virtual or In-Person Deals

Course details

There’s an old saying, “Luck is what happens when preparation meets opportunity.” If you work in sales, you have to be ready when your opportunities arise, and in this course, Lisa Magnuson shows you how to optimize your sales call preparation so you can maximize your chances of closing the deal. Lisa shares the lessons she’s learned from a career in sales, which she’s developed and refined into her 100% Confidence Call Sheet. If you’re looking for simple, practical, and action-oriented preparation advice that will help you with any prospect call, join Lisa in this course.

Concepts

Introduction

100 confidence on every sales call

Pinpoint Your Starting Position

Finding out what your prospect is doing, thinking, and feeling

Focus on Your Prospect

Gather critical prospect insights
Analyze sales meeting attendees

Align with Your Prospect

Align your meeting goals with your prospect s meeting goals
Define your best and second-best next steps
Formulate insightful sales questions
Establish yourself as a trusted resource

Anticipate Issues

Predict adverse scenarios and develop strategies to address them

Develop a Winning Agenda

Leverage your prep to prepare a winning sales discussion
Collaborate with your prospect ahead of the meeting

Conclusion

The number one way to improve sales effectiveness