I’ve been chatting with a few SDRs and AEs lately and noticed a lot of variation in how people prep for calls.
Just curious how do you usually research a lead before hopping on a sales call or demo?
Do you pull stuff from CRM, LinkedIn, past convos, company site, etc.?
How long does it typically take you to feel “ready”?
And ever been in a call where a lead drops something unexpected and you had to improvise?
Just trying to understand what prep looks like for most reps in 2025. Appreciate any insights
