The sales call workflow, from preparation to follow-up

A single sales call is part of a loop. What you prepare shapes the conversation; what happens in the conversation shapes the follow-up; and what you learn from many calls shapes how you prepare next time.

Below is that loop as seven steps, with the app that supports each one. You do not need every step automated. Start where the loop breaks most often for you.

1. Prepare

Decide the structure and questions before the call.

Prepare the script

Script Builder

Create or refine the call structure for the offer and the kind of buyer you are speaking with.

Learn more about Script Builder

2. Run the live call

Stay on structure while staying present with the buyer.

3. Analyse

Look at what actually happened, across calls, not just this one.

4. Track

Record where the deal stands so nothing depends on memory.

5. Follow up

Send the right next message while the call is still fresh.

6. Proof

Address the specific concern that is still open.

Match proof to the concern

ProofKit

Find the most relevant example, result or explanation you have for the doubt the buyer raised.

Learn more about ProofKit

7. Practise and improve

Build the skill the analysis pointed to, then go back to step 1.

Questions

Do I have to use the steps in this order?
The order reflects how a call naturally unfolds, but each app works on its own. Many people only use the one or two steps where they lose the most deals.
Where does the deal information live?
Call Tracker is the record of each deal. The other apps are designed to work from that record instead of keeping separate versions of it.

Related guides

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