Preparing for a sales call goes beyond having a website tab open ninety seconds before jumping on a Zoom. Prospects immediately spot when a salesperson has put in the work, making thorough research a powerful sign of respect and trust. In this episode, hosts Bob Woods, Brynne Tillman, and Stan Robinson Jr. breakdown how to turn profile data, company sites, and AI tools into actionable pre-call insights. They share practical ways to validate research without sounding overly scripted, plan for secondary stakeholders, and apply the Chirp discovery framework. B2B sales professionals looking to stop winging their discovery calls will find immediate strategies to elevate their conversation prep.

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“What did the council decide on item 42?” — answered with the speaker and the moment.