Pre-call Planning and Research


SKU: Pre-call+Planning+and+Research Category:


Approximate time to complete: 25 minutes (not including short course assessment)

Intended audience: All

Sales Process Skill Set: Plan

Category: Foundation


Pre-call Planning and Research is a course intended to help the sales team familiarize with the areas to research and proven information sources to leverage during pre-call planning, as well as identify potential customer pain and potential sponsorship.

Course objectives:

After completing this course, you will be able to:

  • Identify best practices for pre-call planning and research
  • Leverage specific information sources to conduct customer research
  • Identify and define the potential pain that customer key players may face
  • Depict how pain flows through an entire organization
  • Recognize the roles and characteristics that customer individuals play in an opportunity
  • Identify decision-making levels and moving budget lines

Recommended prerequisite courses:

  • Principles of Sales Execution

Related courses:

·      Principles of Sales Execution

·      Principles of Prospecting

·      Conducting a Structured Sales Call

·      Principles of Consultative Dialogue

·      Consultative Dialogue: Creating a Vision


·     Consultative Dialogue: Reengineering a Vision

·     Qualifying Buyer Sponsorship

·     Controlling the Sales Cycle

·     Principles of Negotiating



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