7 Steps to Strategically Prepare for a Sales Call with Proshort

1. Research Your Prospect with Proshort’s Insights

The foundation of any successful sales call is a thorough understanding of your lead’s needs, goals, and pain points. Proshort’s platform provides detailed data and insights on prospects, making this research phase seamless.

• Use Proshort’s Sales Insights: Proshort aggregates past interactions, deal history, and engagement levels, giving you an overview of each prospect’s journey.

• Access the Manager’s Dashboard: Managers can use Proshort’s dashboard to view team performance on similar deals, helping you tailor your approach based on successful strategies.

💡 Pro Tip: Utilize Proshort’s LinkedIn integration to quickly review a contact’s professional background, recent posts, and company updates to gain context and find potential conversation points.

2. Review Past Interactions and Call Summaries

Understanding your past interactions with a prospect can guide your conversation. Proshort’s platform stores all recorded calls and meeting summaries, providing easy access to the history of each client.

• Analyze Call Summaries and Highlights: Look back on previous calls and notes stored in Proshort to see what resonated with the prospect and identify any areas they seemed hesitant about.

• Leverage Auto Notes Sync with CRM: With Proshort’s auto-sync feature, your notes from previous meetings are directly synced to your CRM (like HubSpot or Salesforce), ensuring no details slip through the cracks.

3. Identify Key Deal Insights in Proshort

Proshort’s Deal Insights feature provides a bird’s-eye view of multi-call data, helping you gauge the overall sentiment and trajectory of each deal.

• Monitor Deal Sentiment: Review sentiment analysis to understand the tone and mood of past interactions.

• Evaluate Deal Status and Size: Use the Proshort dashboard to access insights like deal size, status, and potential obstacles. This data helps you prepare a more targeted approach based on where the prospect is in the buying journey.

4. Anticipate Objections with Proshort’s Objection Tracking

Being prepared for objections can turn potential “no’s” into “yes’s.” Proshort’s objection tracking tool records and categorizes customer objections, providing a historical record of common concerns raised by prospects.

• Review Past Objections: Check objection categories from previous meetings to anticipate any recurring hesitations or concerns.

• Prepare Tailored Responses: By knowing the types of objections that prospects in similar deals have raised, you can craft responses to address those concerns effectively.

5. Plan Your Sales Story Using Call Highlights

Storytelling can make your pitch more memorable. Use Proshort’s call highlights to pinpoint powerful moments or anecdotes that will help your product stand out.

• Highlight Key Moments: Find past highlights that showcase the product’s impact on similar customers and incorporate these into your pitch.

• Craft a Narrative with Deal Data: Build your pitch using Proshort’s insights on deal progression and impact, helping you create a story that aligns with the prospect’s needs and goals.

6. Set Goals and Define Success Criteria with Proshort’s Analytics

Clear goals keep your sales call focused and help you measure success afterward. Use Proshort’s analytics and actionable insights to outline realistic objectives for the call.

• Set Specific KPIs: Leverage insights on past deals and rep performance to set achievable targets.

• Define Actionable Outcomes: With Proshort’s focus on actionable insights, outline specific actions you want to achieve by the end of the call, whether it’s scheduling a follow-up or closing the deal.

7. Coordinate Follow-Up Steps with Proshort’s CRM Integration

A well-structured follow-up is key to keeping the momentum going after a sales call. Proshort’s CRM integration makes it easy to sync meeting notes, assign tasks, and ensure that all follow-up activities are documented.

• Sync Notes Automatically: Proshort’s Auto Notes Sync feature ensures your meeting notes and action items are transferred directly to your CRM.

• Assign Next Steps in CRM: Assign follow-up tasks within Proshort and sync them with your CRM to ensure accountability and continuity in the sales process.