Read time: 3 mins

I interact with many sales reps via LinkedIn and at work.

Surprisingly, few regularly review their calls.

Most only check for notes, not self-improvement.

Here's my effective call analysis method that doubled my growth:

Process.

Select two deals: one won, one lost.

Compare these deals using 4 key stages:

• Discovery

• Demo

• Trial Process

• Close

Analyze calls from each stage.

Breakdown.

Discovery:

Look at the initial disco call.

What are the differences between the deal you won vs. lost?

• Questions asked (open v. closed)

• Customer engagement

• Pain points (trends on won deals)

Demo:

Again, what are the differences?

Notice…

• Length of demo.

• Content (which products?)

• Delivery (pauses, tempo, emphasis of your words)

Trial Process:

Look at.

• If a plan was put in place.

• What were the reasons behind wanting a trial.

• How many check-in calls were scheduled.

• What agreements were made for the trial.

Close:

Differences in…

• Feedback (product fits needs?)

• Next steps (f/u meeting, quote…)

• Success metrics

• Pain points.

• Etc.

This process applies SDRs as well.

Look at your Gatekeeper calls - Demo booked - Demo reminders.

Wrapping up.

The main goal here is to not only look at your calls, but to observe things that work throughout your sales process.

Keep what’s working.

Change what isn’t.

This Weeks Resources.

I’ve included a call question sheet I use for my call reviews. Get it below.

P.S. What’d you think of this weeks newsletter?

1. Hit reply to let me know. 👀 

2. Any suggestions for future editions? 💭 

Cipriano Martins Sales Synergy