Building a Pre-Call Research Checklist for Your Team
Prepd
Sales Research
Consistent preparation leads to consistent results. A standardized pre-call research checklist ensures your entire team prepares effectively for every call. This guide shows you how to build a checklist that works.
1Define Essential vs. Nice-to-Have Research
Not every call needs the same depth of research. Define what's essential for all calls versus what's nice-to-have for high-value opportunities. This helps your team allocate prep time appropriately.
Key Takeaways
- Identify must-have research items
- Define enhanced research for key deals
- Set clear expectations by call type
- Balance thoroughness with efficiency
2Create Structured Templates
Templates make research consistent and efficient. Create templates for different call types (discovery, demo, negotiation) with specific fields to complete. Structured templates ensure nothing important is missed.
Key Takeaways
- Build templates for each call type
- Include specific fields to complete
- Make templates easy to use
- Include sources and resources
3Integrate with Your Workflow
Research checklists should fit naturally into your workflow. Integrate them with your CRM, calendar, or sales engagement platform. The easier it is to access and complete, the more consistently it will be used.
Key Takeaways
- Integrate with existing tools
- Create calendar reminders
- Make completion trackable
- Remove friction from the process
4Train and Reinforce Usage
A checklist only works if the team uses it. Train your team on why research matters and how to use the checklist effectively. Regularly review completion rates and share success stories of research leading to wins.
Key Takeaways
- Train on research importance
- Walk through checklist usage
- Track and report completion
- Share success stories
Frequently Asked Questions
Continue Reading
Ready to automate your pre-call research?
Join thousands of sales professionals who save 20+ minutes per call with Prepd.
No credit card required