Pre-call checklist
- Review account context (CRM history, last engagement)
- Research prospect LinkedIn (last 90 days)
- Check for trigger events (news, funding, hiring)
- Identify likely pain points
- Set call objective (what's the next step you want?)
- Prepare opening, agenda, key questions
- Confirm logistics (time, attendees, dial-in)
Pre-call documentation
- Note the call objective in Salesforce
- Tag stakeholders attending
- Flag any handoff context from sales operations
Frequently asked questions
How long should I plan for a sales call?
15-30 minutes for important discovery or executive calls. Less for routine follow-ups. Top reps plan more than average reps.
CTA
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