You have a big sales call coming up. What’s the best way to prepare?

Look up case studies (a blueprint to how they buy: challenge/solution/outcome) and interviews, podcasts or keynotes that your prospect has done; all of this and more can be accomplished with intelligent Googling. Quotation marks are your best friend. Stick to the first page of results. If it's a public company, go to the investor relations page on their website and look at the 10k/10q and especially any decks. Understand how they generate revenue. What are their core tenets as a company? What's most important this year (as it relates to your solution)? All of this can be found on that page.

Before you even think about pitching, you need to know who's on the other side of the table. It's like being a detective, but instead of solving crimes, you're unlocking sales opportunities. Start with the basics: What does their company do? Who are their customers? What's their company culture like? This isn't just about understanding their business—it's about understanding their pain points, their needs, and how your product or service can make their lives easier. Dive into recent news articles, press releases, and their social media activity. What's the buzz around their brand? Any recent achievements or challenges they've faced? This info can be golden when tailoring your pitch to resonate with their current state.

Look at 10k reports, recent news, quarterly reports, tech stack, builtwith.com, competitors, post by top titles in the company, etc.

Preparation! Preparation! Preparation! It's the very start of success. Start by researching your client thoroughly! Understand their business, industry challenges, and recent news. Tailor your pitch to address that specific clients needs and how your product can solve their problems. Practice your key points, anticipate potential objections, and have clear, concise answers ready. It’s also crucial to set clear objectives for the call—know what you want to achieve. Also, please don't forget to check your technical side, no one wants to struggle with their video conferencing setup. Being well-prepared shows respect for the client’s time and sets the stage for a successful discussion. Incorporate this, and you'll do great!

The most important thing you can do in any type of communication is understand what the person on the other end needs, and what will prompt them to make a change. Sales is just effective communication that persuades someone to take action and push past the status quo. Determine first, what the end user needs, what problems they're facing and then what they need to hear to get them to say yes.

Conquer your next sales call by researching the prospect's needs, crafting a value-driven pitch, and anticipating objections. Practice your presentation and visualize success to manifest confidence and land the deal.

Always come into the meeting with a plan for what you would like to cover but make sure to open the agenda at the end for the prospect to add anything they'd like covered as well.

Key Consideration: A structured agenda ensures that the call flows smoothly and covers all critical points. It demonstrates respect for the prospect's time and shows that you're organised. Technical Insight: Collaboratively set the agenda with your champion ahead of the call, if possible. This fosters engagement and sets clear expectations. Real-world Application: The agenda might include a brief introduction, an overview of the prospect’s challenges (as you understand them), a tailored demo of your platform, discussion time for questions, and next steps. Share this agenda with your prospect before the call to ensure alignment.

1. Defina seus objetivos: - O que você espera alcan?ar com a chamada? - Qual é o próximo passo que você deseja que o prospecto tome? 2. Determine os tópicos a serem abordados: - Quais informa??es você precisa compartilhar com o prospecto? - Quais perguntas você precisa fazer ao prospecto? 3. Aloque o tempo de forma eficaz: - Quanto tempo você precisa para cada tópico? - Tenha tempo suficiente para responder às perguntas do prospecto. 4. Crie uma proposta de valor clara: - Como sua solu??o pode beneficiar o prospecto? - Comunique os benefícios de forma clara e concisa.

Una parte fundamental de la preparación es asegurarse de que la demostración del producto sea impecable. Para mí, esto significa conocer a fondo nuestro producto y entender cómo puede resolver los problemas específicos de nuestros clientes. Además, me aseguro de practicar la demostración varias veces para asegurarme de que fluya de manera natural y sea convincente. También me gusta personalizar la demostración según las necesidades y preocupaciones del cliente, lo que ayuda a establecer una conexión más sólida. En mi empresa, INSU, nos tomamos en serio la preparación de nuestras demostraciones porque sabemos que pueden marcar la diferencia en cerrar la venta.

Tailoring your demo to the client is extremely important. If your client is visual, capitalize on that. If your client is analytical, make sure you're prepared to dive into the granular aspects. Make sure you have backup plans and an exit strategy. By backup plans I mean both answers to objections, and other demos should something unforeseen arise. By exit strategy, I mean a plan to gracefully close out of the situation whatever the conclusion, that way you can cinch the sale or keep the relationship cordial, no matter the outcome.

3 Prepare sua demonstra??o A demonstra??o é o núcleo da sua chamada de vendas, onde você mostra sua solu??o e como ela resolve os pontos problemáticos do prospect. Para preparar sua demonstra??o, você precisa selecionar os recursos e benefícios que s?o mais relevantes e impactantes para o cliente potencial. Você também precisa preparar um cenário realista, usar dados reais e simular a experiência do usuário. Certifique-se de que sua demonstra??o seja clara, concisa e envolvente. Evite jarg?es técnicos, concentre-se em benefícios, n?o em recursos, e use histórias e exemplos para ilustrar seus pontos.

Determine which features of your product or service are most relevant to the prospect's needs. Highlight the benefits of these features and how they directly address the prospect's pain points. Focus on what sets your offering apart from competitors.Whenever possible, personalize the demo to resonate with the prospect's industry, business model, and specific challenges. Use examples and case studies that are relevant to their situation to demonstrate the real-world applicability of your product or service.Anticipate potential questions or objections the prospect may have during the demo, and prepare thoughtful responses in advance. Addressing concerns proactively demonstrates your expertise and builds credibility.

If applicable, prepare a customized demonstration of your product or service that showcases how it addresses the prospect's specific needs or pain points. Make sure your demo is engaging and highlights the most relevant(to client) features and benefits. Preferably you will make it memorable for the audience

Rehearse your pitch enough times to ensure that you can deliver it confidently and effectively. Practice and get feedback about your delivery, tone, and body language and content. That helps only if you are open to feedback

Practice, practice, and more practice. But not just any practice – strategic practice. Here's the lowdown: just like athletes watch game tapes, sales pros need to dissect their pitches. Record yourself. It might feel awkward, but it's a game-changer. Listen for the umms, the pauses, and the inflections. Are you convincing? Are you engaging? Would you buy what you're selling? Practice in front of a mirror. It's not about vanity; it's about seeing what your customer sees. Your facial expressions, your gestures – do they spell confidence or do they scream 'I'm not sure about this'? Find a colleague, a friend, or even a family member. Pitch to them. Encourage brutal honesty. The feedback might sting, but it's the polish your pitch needs.

Your prospects are bound to have questions, and your ability to answer confidently can make or break the deal. Dive deep into your product or service. Know it inside out. But don't stop there. Understand your prospect's business as if it were your own. What challenges do they face? How does your offering slot in as the solutions. Objections are not roadblocks, they're opportunities to understand your prospect better. Prepare for the common ones, but also think outside the box. What unique concerns might this particular client have? How can you address them in a way that not only eases their worries but also highlights the value you bring? Every question and objection is a chance to strengthen the relationship and inch closer to that "yes."

Preparing for potential questions and objections is key to a successful sales call. By anticipating concerns like cost, competition, and implementation, and formulating concise responses, you demonstrate professionalism and insight. Crafting open-ended questions also helps uncover the prospect's needs, fostering a dialogue that positions you as a trusted advisor. This strategic preparation enhances trust, showcases your expertise, and moves the sales conversation forward effectively.

Adapt your pitch to the specific needs and preferences of the prospect. Research the prospect's industry, business model, and pain points, and tailor your messaging accordingly. Use examples and case studies that are relevant to their situation to demonstrate the real-world applicability of your offering.Aim to deliver your pitch in a clear and concise manner. The more you practice, the more comfortable and confident you'll become in delivering your pitch, ultimately increasing your chances of success during the sales call.

Besides preparing all the necessary elements to deliver a stellar demo, preparing for a significant sales call should always involve your sales counterpart. It is important to establish a relevant agenda, align on value drivers, and agree on the desired outcome of the meeting. This will help keep the meeting focused and ensure you deliver a strong presentation to your client.

Em negocia??o entre empresas, ou B2B, acho fundamental o investimento em se estabelecer la?os de confian?a e resto mútuo. Se é a primeira oportunidade de negocia??o, deixo a sugest?o de ser apresentado por uma terceira empresa que já goza deste status com seu potencial cliente. Respeitar as necessidades reais do cliente, em detrimento de sua meta de venda, atuando como um verdadeiro parceiro.