They walked into calls not knowing who they were talking to
Stop burning hot leads in the first five minutes of every call.
Every call started cold.
The consultants ran 4-6 calls a day and walked in naked. Actually preparing a meeting, reopening the history, checking how much the client bills, remembering where you left off, costs 20-25 minutes that, between calls, nobody has. So they entered cold: first five minutes wasted reconstructing who the person was, a generic question that made them feel like a number, the hook to their real problem never found.
On a 5-call daily agenda that means dozens of hot leads mishandled every week, and a close rate that stays low not because the reps are bad, but because they arrive unprepared at the moment that matters most. Every wasted call is an acquisition cost already paid and thrown away.
20-25 minutes of prep NEVER done before each call.
Nobody ever had 20 free minutes.
Between one call and the next there was never room to actually prepare: reopen the history, check open deals, understand how much the person in front of you bills. Manual prep, right in theory, in practice simply never happened. It wasn't a discipline problem for the consultants: it was a time problem that did not exist in the calendar.
The brief is already there before you answer.
Before every meeting the system automatically generates a prep brief and a call plan: it assembles the relevant evidence and signals how ready the lead is. After the call, the update flows back into the CRM on its own.
Generated without anyone asking, ready when the phone opens before the call.
Company context, open deals, where you left off: assembled, not searched for.
The call plan starts already knowing if it is hot, warm, or still early.
No manual notes: the outcome flows back into the system on its own.
From zero prep to +11 points on close rate.
Prep time per call went from about 20 minutes to zero. The close rate on booked calls climbed roughly 11 points in a quarter. And the line "sorry, remind me what your company does?" disappeared from the meetings.
The close rate did not jump in one isolated spike: it climbed every week, call after call, as the consultants stopped arriving unprepared. About 11 percentage points more in one quarter.
The brief is already there when the phone opens before the call.
Not weak reps anymore: consultants who arrive prepared.
The curve rises steadily, not in one isolated peak.
Stop burning hot leads in the first five minutes of every call.
How many calls this week walked in cold? The ROIometer puts that in euros lost.