What to Research Before a Sales Call: Essential Checklist
Prepd
Sales Research
Knowing what to research before a sales call is half the battle. This guide provides a comprehensive checklist you can use before any prospect meeting to ensure you're fully prepared.
1Company Fundamentals
Start with the basics: what does the company do, who are their customers, how do they make money? Review their website, About page, and any public statements about their mission and strategy. This foundational knowledge enables every other conversation.
Key Takeaways
- Business model and revenue sources
- Target customers and markets
- Key products or services
- Company size and growth stage
2Recent News and Developments
Check for recent company news within the last 90 days. Funding announcements, leadership changes, product launches, and partnerships all provide conversation hooks and context. Google News, company blogs, and LinkedIn are your best sources.
Key Takeaways
- Funding or investment news
- Leadership changes or hires
- Product or service launches
- Partnerships or acquisitions
3People You're Meeting
Research every person who will be on the call. Understand their role, background, and likely priorities. LinkedIn profiles, published content, and mutual connections provide valuable context for building rapport and tailoring your message.
Key Takeaways
- Current role and responsibilities
- Career history and background
- Published content or thought leadership
- Mutual connections or interests
4Competitive Landscape
Know who your prospect competes with and who they might be comparing you to. Understanding their competitive context helps you position your solution as a competitive advantage and anticipate comparison questions.
Key Takeaways
- Their primary competitors
- Their differentiation strategy
- Alternative solutions they might consider
- How you compare to alternatives
5Pain Point Indicators
Look for signals that indicate specific challenges: job postings reveal skills gaps, technology changes suggest transition pain, and company news hints at strategic pressures. These signals help you ask better questions and position solutions.
Key Takeaways
- Relevant job postings
- Technology changes or migrations
- Growth or scaling indicators
- Industry challenges affecting them
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