Playbook / Lessons / Sales and advertising
StartupsSchedule the next step on the call
Rosansky advises founders to open a sales call by agreeing on its purpose and benefit, then dig into the impact of the prospect's pain and reuse their own words later. She says to leave time at the end to ask for feedback, outline next steps, and send a follow-up email the same day.
“Always schedule the next conversation while you’re still on the call.”— Emery Rosansky, The Most Common Go-to-Market Questions This Expert Gets from Early Founders, Jun 2023
Do this
Open your next sales call by stating its purpose and benefit and checking the prospect agrees, then book the next meeting before hanging up.