Course Description

Have you ever attempted to do pre-call research and felt like you were either wasting too much time or didn’t really know what you should be doing? If you’re like us, you’ve heard terms like 3x3 but you’ve not really known how to execute on those topics. In this session, we'll discusses the purpose of pre-call research and take an in-depth look at the step by step process of how to accomplish it.


In this session you’ll learn:


  • The purpose of pre-call research
  • The necessary steps required to perform successful pre-call research
  • Best practice tools and technologies that can aid in pre-call research







Head of InsideSales Labs

Gabe Larsen

Course curriculum

  • 1

    Start Here

    • Note from the Author

    • How to Get the Most Out of This Game Plan
  • 2

    Overview

    • Overview

    • Rapport Research in Action

    • What is Rapport Research
  • 3

    The Trust Ladder

    • The Trust Ladder
  • 4

    Three Steps to Rapport Research

    • Three Steps to Rapport Research

    • Review the Source

    • Review the Apps

    • Company Website

    • Organize Statements

    • Begin Prospecting
  • 5

    Dos and Don'ts

    • Dos and Don'ts of Rapport Research
  • 6

    Additional Resources

    • Resources

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