We’ve run more than 10,000 sales meetings and have found that the best predictor of the outcome of the meeting is the pre-call planning that happens before the meeting.

Pre-call planning is all about walking into an appointment with a buyer and being totally prepared for and focused on the job at hand.  And when you’re prepared, you’re confident and pro-active.  Pre-call planning includes everything we should do to prepare for a meeting, from attire to directions to research.  The more prepared we are for the appointment, the more effective the meeting will generally go, increasing our probability of success.