Pre-Call Research
Pre-call research is the process of gathering and analyzing information about a prospect, their company, and relevant context before a sales call or meeting.
Understanding Pre-Call Research
Pre-call research involves reviewing multiple data sources to understand a prospect's business, challenges, competitive landscape, and individual background before engaging in sales conversations. Effective pre-call research enables sales professionals to ask better questions, personalize their approach, build rapport faster, and ultimately close more deals. Research typically covers company overview, recent news, technology stack, decision-makers, competitive landscape, and potential pain points.
What You Need to Know
Pre-call research is fundamental to consultative selling and modern sales methodologies
Thorough research typically covers company, industry, individual, and competitive context
Manual pre-call research takes 20-30 minutes per prospect on average
Automated pre-call research tools like Prepd can reduce this to under 3 minutes
Research quality directly correlates with sales call effectiveness and win rates
See It in Action
Discovery Call Research
Before a discovery call, research the prospect's company size, industry, recent news, and the individual's role to ask informed questions and qualify the opportunity effectively.
Demo Preparation Research
Before a product demo, research the prospect's tech stack, competitive solutions they use, and specific use cases to tailor the presentation to their needs.
Executive Meeting Research
Before meeting an executive, research their background, public statements, company priorities, and recent strategic initiatives to engage at their level.
Master Pre-Call Research with Prepd
Prepd helps you excel at pre-call research with automated research briefs delivered before every call.
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Frequently Asked Questions
Common questions about pre-call research.
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