Define your purpose and desired outcome
Top account managers are viewed as experts in their area and are expected to have a certain degree of confidence. Thorough preparation is one of the best ways to build this confidence. A key piece of pre-call planning is defining a successful call from the client’s point of view as well as your own. While calls do not always go as planned, you are more likely to have the conversation you would like to have if you have clearly defined your goals before you start.
Use the Prepare worksheet to create an agenda for your discovery call, list your discovery questions, capture their challenges, and get ready to recommend a solution to your prospective customers.
Purpose (client-focused)
“Why am I making this call? What is the benefit to the client?”
Desired outcome (Adobe-focused)
“What does success look like at the end of this meeting?”
Other to-dos
- Identify personas that will be in the room and determine how to build a rapport with each one.
- Engage your audience in advance to agree on purpose/agenda.