How to Master Pre-Call Planning with Jeff Boyle at Cision
The Brandon Bornancin Show
English - September 23, 2019 11:22 - 21 minutes - 17 MB - ★★★★★ - 73 ratingsMarketing Business Technology account-based selling sales inside sales sales acceleration demand generation sales operations cold calling big data analytics salesforce.com Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Are You a Real Salesperson or Not with Bill Parry at AspenTech
Next Episode: Three Enduring Sales Principles with Joe Haynie at JCI
Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team to think about pre-call planning:
- Research the contact & their company
- Check your CRM system
- Explore on LinkedIn (Contact & Company Page)
- Competitor overview
- Plan for the call