Managing Enterprise Accounts: Pre-Call Planning

Managing Enterprise Accounts: Pre-Call Planning is an elearning course that shows you how to create a pre-call agenda before you contact a customer. You want to get to know your customer as well as you can before you actually meet them. That takes time, effort, and knowing how to do your homework. In this course, we’ll talk about where to look to track down pre-call customer data. This includes utilizing your CRM and researching customers online. We’ll also go over determining your objectives for the call and knowing who to include.

This course is part of our series on Managing Enterprise Accounts. The video includes a Sales Call Worksheet for download, which you can use to prepare strategically for your calls. Other resources include a course summary document and online quiz.