I used to wing sales calls. Skim the prospect's website for 90 seconds, dial in, hope my charm covered the gaps. It didn't — I lost deals I should have won.
Now I spend 15 minutes with AI before every call. Here's the exact routine.
Minutes 1–5: Research the Prospect
Paste their website or LinkedIn "About" into your AI tool with this:
"You're my sales researcher. From this company info — [paste] — tell me: what they sell, who decides on purchases, and 3 problems my [service] could solve for them. Bullets, no fluff."
You now know more about them than 90% of people who'll pitch them this month.
Minutes 6–10: Prepare Smart Questions
"Based on that research, give me 7 discovery questions: 3 about goals, 2 about budget and decision process, 2 that reveal urgency. Easiest first."
Jot the answers you hope to hear beside each. If a question feels awkward, reword it now — not on the call.
Minutes 11–15: Rehearse Objections
"Play the skeptical prospect. Given [what they do] and [my service + price], raise the 4 toughest objections I'd hear."
Answer each out loud. Stumble now, shine later. Pay special attention to the price objection — it's the one that kills most deals, and it's the easiest to prepare for. Have one crisp sentence ready that ties your price to their outcome, not your hours.
What to Have Open During the Call
Keep it simple — three tabs max. Your one-page research brief, your list of discovery questions with space for notes, and your calendar for booking the follow-up on the spot. Nothing kills momentum like "I'll send you my availability later." If they say yes to a next step, schedule it while they're still excited.
After the Call (2 Minutes)
Don't let the prep evaporate. Run your notes through these meeting-notes prompts, then send the proposal within 24 hours while you're still fresh in their mind.
FAQ
What if I have zero info on the prospect? Use what you've got — even just their industry. "A typical [industry] company with 20 staff" still produces sharp questions. Then make your first call question "tell me about your setup."
Does this work for video calls too? Absolutely — it's about preparation, not the medium. Keep your one-page research brief open on a second screen.
Your Next Step
You've got a call this week — block 15 minutes before it and run this once. You'll feel the difference before the prospect finishes their first sentence.
And if you're still booking those calls, start with these cold outreach prompts that get replies.