---
title: "Pre-call Strategy: Do You Plan or Prepare?"
url: https://thecoreresults.com/pre-call-strategy-do-you-plan-or-prepare/
description: "The difference between scheduling a sales call and preparing the questions, outcomes and behaviors it requires."
published: 2018-08-07
updated: 2018-08-07
---

# Pre-call Strategy: Do You Plan or Prepare?

Published 2018-08-07

Sales field note

7 August 2018 · Sales

Putting a call on the calendar is planning. Preparation goes further: it identifies the desired outcome, the customer context, the questions worth asking and the behavior the seller needs to practice.

## Make preparation observable

A manager can coach pre-call work by reviewing the seller’s assumptions, questioning strategy and listening for a clear next step. That turns preparation into a repeatable skill rather than a private ritual.

After the call, the same plan provides a useful comparison between intention and execution.