In this episode of Sales Tales, hosts Josh Shirley and David Doherty unpack the power of preparation in sales calls. From setting clear objectives to navigating team dynamics, they reveal how thoughtful pre-call planning can make or break your sales strategy.

Discover why salespeople should never assume prospects know how to buy, how to anticipate tough questions, and why team members must understand their roles before walking into a meeting. The conversation also dives into the risks of being unprepared and highlights practical strategies to ensure every sales meeting drives decision-making and outcomes.

Whether you’re leading a big presentation or a one-on-one call, this episode gives you the tools to approach your sales meetings with confidence and clarity.

Key Takeaways

• Preparation is the cornerstone of sales success.

• Clear objectives prevent wasted time and confusion.

• Understanding team roles improves communication and effectiveness.

• Anticipating questions strengthens your positioning.

• Identifying risks beforehand helps mitigate challenges.

• Salespeople must guide prospects through the buying process.

• Asking practical questions leads to better outcomes.

• Team dynamics directly impact call success.

• Pre-call planning saves time and resources.