Pre Call Due Diligence

·         Improve Business Acumen

·         Improve market-based decision making skills

·         Better alignment of strategies and actions

·         Improve understanding of how various decisions affect the numbers.

·         Enhance financial literacy

·         Improve cross-functional collaboration & teaming

·         Improve problem-solving based on customer feedback, competitor information, and company data. 

·         Know before you go and put the WOW back into your presentations.

  Improve Business Acumen

There is a critical difference between sales efficiency and effectiveness.

The fastest way to improve on the effectiveness at the lowest cost is to better qualify prospects.  Right now your team is calling on people you really don’t want to do business with, why?  This is impacting your profitability and revenue growth. 

What causes this?

Sales Cycles are increasing.

Not enough good leads.

Every account you want is already banked.             

Incomplete or poor information on leads.

Inability to prioritize leads.

Wasting time contacting and dealing with dead-end leads.

What can be done?

Pre-call due diligence.

Gain insight into prospect’s business priorities.

Gain insight into senior-level decision makers.

  Information at Work:

        Sales should be able to rate very opportunity.

Sales should be tracking every opportunity related to criteria.

Sales should know to re-evaluate the criteria throughout the cycle.

Sales should know to ask “implication” questions vs situation questions.

But do they do it? - Seldom without practice and creating habits.

During the pre-call due diligence it’s critical to remain focused on the prospect.

Gain insight into the prospect’s mind-set with research.

Due Diligence pays off in shorter sales cycles, with higher profitability.

       Feel more in control and confident.

       Be more knowledgeable and client focused.

       Develop the game plan before the call.

Jack Howe is a strategically focused business executive with rich, cross-functional backgrounds in general management, sales & marketing and business execution. He brings an exceptional blend of business acumen and analytical skills to improve productivity infiltrate new markets and take advantage of emerging business opportunities. His expertise in developing new business and revenue streams, implementing results-focused sales plans and corporate financial oversight fulfills many of the immediate requirements of his clients. Mr. Howe is well versed in developing financial projections, market research and executing and implementing business initiatives for both large and small operations.  His more than 30 years of global business and speaking experience enables him to connect to and move participants to profitable action.