When it comes to sales, preparation and clarity are everything. We recently had the pleasure of catching up with Scott Leese, Fractional CRO and GTM Advisor, to talk about the essential elements of effective sales engagement. In our discussion, Scott highlighted two critical steps to get right before diving into any sales conversation. Watch the video above for the full breakdown, and read on for the key takeaways.
Step one: Get the basics right
‍Preparation is the foundation of any successful sales interaction. As Scott pointed out, it’s crucial to “get all that information ahead of time as best you can.” This means working with your sales operations team to enrich your CRM with accurate, up-to-date data. Understanding the fields that matter most—like the prospect’s role, company insights, and buying signals—will make your approach much more targeted and impactful.
Step two: Cut to the chase
‍Once you’re in the conversation, don’t beat around the bush. Scott advises, “Let them know why they’re here and why they should care. Don’t make them wait forever.” This means being upfront about your purpose and offering immediate value to the prospect. By respecting their time and getting straight to the point, you’ll create a much stronger connection and keep them engaged.
Why these Steps matter
‍Sales is a fast-paced game, and attention spans are shorter than ever. Following Scott’s advice—prioritising preparation and clarity—can make all the difference in building trust and moving prospects down the pipeline.
At trumpet, we’re all about simplifying and enhancing the sales process. Tools like trumpet Pods are designed to help you personalise your outreach, share relevant resources, and deliver your message with precision.
‍
![How to Get Started with Buyer Enablement [WITH EXAMPLES]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
.png)
.png)
.png)
.png)
.png)
.png)
