The rep walked into the call not knowing anything about the client in front of them.
If the first contact makes the client feel like just another number, the deal is already lost.
With 6 calls a day, nobody had time to prepare.
Scalers' sales consultants ran a demanding pace: more than 6 sales calls a day with prospective clients. To properly prepare each one — checking contact history, the company's sector, revenue, previous offers sent — a rep spent about 25-30 minutes.
With 5 or 6 calls booked a day, the consultants physically had no time to do this manual research between one appointment and the next. They walked into the meeting not knowing exactly who they were talking to, and the first 5 minutes of the call went on generic questions. The prospect felt like just another number, the company's perceived authority took a hit, and deals fell through.
On the left, the information needed before picking up. On the right, what the rep actually knows when they do. No one ever had the 25-30 minutes to close that gap.
Preparing was the right idea. It always got postponed.
Knowing how to prepare for a call was never the problem: the consultants knew exactly what to check — history, sector, revenue, previous offers. The problem was that between one appointment and the next, those 25-30 minutes never existed. With 5 or 6 calls a day, the manual research always stayed the task pushed to "later", and "later" never came: so reps walked into meetings empty-handed, appointment after appointment.
A brief that's already there, before you answer.
We built a system that automatically generates a prep brief before every appointment on the calendar. The software collects the prospect's data and shows the rep a single screen.
Previous offers, exchanged emails and notes from past calls, all in one view.
Company size, main problems expressed, and interest level (scoring).
The key points to cover and the main topics to guide the conversation.
Once the call ends, the rep's notes are automatically sent and saved to the company CRM, eliminating manual transcription.
Prep now takes zero minutes, not 25-30 anymore.
With the automatic brief system, reps no longer search for information by hand before a call: the summary sheet is already ready, and the conversation starts knowing exactly who they're talking to and which problems to solve.
From 25-30 minutes of manual research (often skipped for lack of time) to zero: the brief generates itself, before every call.
From 25-30 minutes of manual research to a brief generated automatically before every call.
More deals closed in a single quarter, on the same volume of leads worked.
The rep starts the conversation already knowing the client's needs.
“Our consultants used to walk into calls with no time to prepare, wasting the first few minutes on generic questions. With the new automatic system, before they even answer they already have the full client summary and their needs on screen. We eliminated prep time and increased our sales close rate by 11% in just three months.”
Head of Sales, B2B consulting firm
If the first contact makes the client feel like just another number, you don't have a weak seller: you have a rep who arrives unprepared.
How many of this week's calls started knowing nothing about the client? The ROIometer puts it in euros.