Sales Research Blog

SalesResearch&Preparation

Expert guides on pre-call research, meeting preparation, and sales best practices. Everything you need to walk into every call fully prepared.

16 articlesUpdated weekly

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Find the guides and strategies most relevant to your needs.

How-To Guides

Step-by-step guides for preparing for different meeting types

Industry Guides

Research strategies for specific industries and verticals

Best Practices

Tips and tactics for more effective sales research

How-To Guides

6 articles

How-To Guide8 min read

How to Prepare for Discovery Calls: A Complete Guide

Discovery calls are the foundation of successful sales cycles. The best sales reps don't wing it. They prepare strategically. In this guide, we'll show you exactly how to prepare for discovery calls that convert, including research strategies, question frameworks, and tools to automate your prep work.

How-To Guide7 min read

How to Prepare for Product Demos That Close Deals

Product demos are often the make-or-break moment in a sales cycle. The difference between a demo that closes and one that fizzles usually comes down to preparation. This guide shows you how to prepare demos that resonate with prospects and drive deals forward.

How-To Guide9 min read

How to Prepare for Investor Meetings: Research Strategies

Investors meet hundreds of founders each year. To stand out, you need to demonstrate genuine knowledge of who you're pitching to. This guide shows you how to research investors effectively and use that knowledge to build meaningful relationships.

How-To Guide6 min read

How to Prepare for Customer Success Calls

Customer success calls are crucial for retention and expansion. Whether it's a quarterly business review or a regular check-in, preparation ensures you're adding value and surfacing opportunities. Here's how to prepare effectively.

How-To Guide8 min read

How to Prepare for Sales Negotiations

Negotiation is where deals are won or lost. The best negotiators don't rely on tactics alone. They prepare thoroughly. This guide shows you how to research and prepare for negotiations that protect your value while closing deals.

How-To Guide7 min read

How to Prepare for Partnership Meetings

Partnerships can accelerate growth, but they require careful preparation. Whether you're exploring a technology integration, channel partnership, or strategic alliance, this guide shows you how to prepare for meetings that lead to successful partnerships.

Industry Guides

4 articles

Industry Guide8 min read

Pre-Call Research for SaaS Sales: A Complete Guide

SaaS sales cycles have unique characteristics that require specialized research approaches. From understanding tech stacks to analyzing usage patterns, this guide shows SaaS sellers how to prepare for calls that convert.

Industry Guide9 min read

Pre-Call Research for Enterprise Sales Deals

Enterprise deals involve more stakeholders, longer cycles, and higher stakes. Your research needs to match that complexity. This guide shows you how to research enterprise prospects for meetings that move deals forward.

Industry Guide7 min read

Pre-Call Research for Agency Sales

Selling to agencies requires understanding their unique business model: they succeed when their clients succeed. This guide shows you how to research agency prospects and position your solution as enabling their client results.

Industry Guide8 min read

Pre-Call Research for Financial Services Sales

Financial services firms operate under unique regulatory and compliance constraints. Selling to them requires specialized research that demonstrates understanding of their environment. This guide shows you how to prepare effectively.

Best Practices

6 articles

Best Practices6 min read

What to Research Before a Sales Call: Essential Checklist

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.

Best Practices7 min read

How to Find Company Pain Points Before Your Call

The best sales conversations start with genuine understanding of prospect challenges. But pain points aren't always obvious. You need to know where to look. This guide shows you research strategies for uncovering real pain points before your call.

Best Practices8 min read

Using LinkedIn for Sales Research: Advanced Tactics

LinkedIn is the most valuable research tool for B2B sales, if you know how to use it effectively. This guide goes beyond basic profile views to show you advanced research tactics that give you a real edge.

Best Practices7 min read

How to Calculate ICP Fit Score for Better Qualification

Not all leads are created equal. An ICP (Ideal Customer Profile) fit score helps you prioritize prospects most likely to convert and succeed. This guide shows you how to build and calculate fit scores for better qualification.

Best Practices6 min read

Building a Pre-Call Research Checklist for Your Team

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.

Best Practices8 min read

Automating Sales Research with AI: A Practical Guide

AI is transforming how sales teams prepare for calls. This guide shows you how to implement AI-powered research automation effectively, from tool selection to workflow integration to measuring results.

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