Outbound Sales Prep: The Pre-Call Checklist Top Reps Use

Great outbound calls are won before they start. Use this pre-call planning checklist for every first meeting.

1. Define the goal

• What must be true at the end of the call for it to be a success?
• What is the next step you will propose?

2. Know the account

• One-sentence company summary
• Revenue range, headcount and hiring trend
• Two recent signals with dates

3. Know the person

• Role, tenure, what they are measured on
• Their likely priorities this quarter

4. Know the committee

• Who else will be involved?
• Who could block?

5. Prepare hypotheses

• Two ranked pain hypotheses
• The question that tests each one

6. Prepare guardrails

• Topics to avoid
• Claims you cannot back up

7. Prepare for objections

• "We already use a tool for this"
• "Not a priority right now"
• "Send me something"

8. Plan the follow-up

Write the recap email skeleton before the call.

Turn the checklist into a one-page brief

Brief Source produces this checklist as a downloadable PDF for every prospect: executive summary, ranked pains with evidence, buying committee, objections and sources.

[Download your first brief free](/signup)