A successful sales call requires preparation. You can’t just glance at your notes in the parking lot and assume the rest will take care of itself. Fortunately, you have plenty of information at your disposal, maybe even more than you realize. For your next appointment, keep the following in mind:

1. Study what you have: we give our clients detailed sales intelligence for every appointment. Read it carefully, and collaborate with colleagues for additional insights.

2. Read between the lines: is there something the prospect isn’t saying? Sometimes, a handful of pain points can suggest a greater underlying problem.

3. Hit the web: learn more about both the person and the company … Google exists for a reason! Check LinkedIn for the prospect’s background; you may learn something useful.

4. Gather materials: pull white papers, brochures and other tools that align closely with the prospect’s pain points. It’s great to have something to leave behind.