Sales Leadership with Fexingo · 2026-07-11 · 11 min
Episode 108 of Sales Leadership with Fexingo. Lucas and Luna explore why top sales reps rely on pre-call planning checklists - and how a simple structured template can boost close rates by 20 percent. They break down the specific components of a high-quality checklist used by enterprise reps at companies like Salesforce and HubSpot: territory research, stakeholder mapping, objection prep, and qualification criteria. Lucas shares a study from Gong showing that reps who prepare a written call plan before discovery calls are 23 percent more likely to advance a deal to the next stage. They also discuss common mistakes: over-preparing for the wrong things, skipping competitive landscape analysis, and failing to align the checklist with the buyer's journey. The episode includes a sample checklist template listeners can adapt. Plus, a candid moment about why this show stays ad-free and how listener support makes that possible.
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