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Pre-call research is one of the biggest sources of wasted time in sales. Reps either spend too long piecing together information manually or end up reconfirming basics live on the call, which slows momentum and makes demos feel generic. <\/p>\n\n\n\n
When context isn\u2019t clear upfront, conversations drift, discovery drags on, and demos feel disconnected from what the buyer cares about. Credibility is harder to establish, and next steps are less certain. <\/p>\n\n\n\n
This play shows you how to use account intelligence to compress research into a few focused minutes, so you can combine discovery and demo into one tight, relevant conversation and move faster to a clear next step. <\/p>\n\n\n\n
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Firmable<\/strong>: Use account intelligence to pull fast context before the call, including company size, structure, recent changes, and likely blockers. <\/p>\n\n\n\n Digital channels<\/strong>: You could use virtual meetings, phone, and email in this play. Meet first for discovery and demo conversations, then follow up with a short email to lock in next steps. <\/p>\n\n\n\n CRM<\/strong>: Use your CRM to confirm ownership and stage before the call, capture stakeholders, risks, and next steps after. <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n Open\u00a0your lead\u2019s\u00a0account in Firmable and scan their company information, then\u00a0run an\u00a0account intelligence\u00a0check\u00a0to capture the essentials: size and structure, what they do, who matters,\u00a0what\u2019s\u00a0changed recently, and any competitive or growth context that could shape the call.\u00a0<\/p>\n\n\n\n Based on\u00a0your findings, set a simple plan for the call.\u00a0Decide what needs confirming in discovery and which parts of the demo\u00a0you\u2019ll\u00a0emphasise.\u00a0<\/p>\n\n\n\n You\u2019re\u00a0not locking the script.\u00a0You\u2019re\u00a0setting direction so you can move quickly from discovery into value\u00a0proposition.\u00a0<\/p>\n\n\n\n Use the first part of the call to confirm context and understand how they operate. Focus on their current tools or processes, stakeholders involved, and how buying decisions are made. Before moving into the demo, check if there are any questions or must-haves you should cover. <\/p>\n\n\n\n Transition straight into a demo tailored to your learning. Show your product through the buyer\u2019s lens, using their priorities, workflows, or pain points rather than a generic walkthrough. <\/p>\n\n\n\n If they already use a competitor, move faster to differentiation and proof points. Keep linking what you show back to outcomes, not features. <\/p>\n\n\n\n <\/p>\n<\/div><\/div>\n\n\n\n <\/p>\n\n\n\n \u201cThanks for making the time, [first name].\u00a0I\u2019ll\u00a0keep\u00a0this\u00a0tight today and make sure we finish on time.\u00a0Before we jump into it,\u00a0I\u2019ll\u00a0spend a couple of minutes\u00a0setting context and confirming what you want to get out of today, then\u00a0we\u2019ll\u00a0go straight into the demo.\u00a0 Before we start, what would make this call useful for you?\u201d\u00a0<\/p>\n\n\n\n \u201cFrom what I can see, [company] looks like [size\/structure] and there\u2019s been [recent change] recently. When you think about the next quarter, is the priority more about [priority A] or [priority B]?\u201d <\/p>\n\n\n\n Subject: Next steps for [company] <\/p>\n\n\n\n Hi [first name], <\/p>\n\n\n\n Thanks again for the time today. Based on what we covered, the priority is [priority], with [blocker or constraint] to work around. <\/p>\n\n\n\n Next steps: <\/p>\n\n\n\nActions<\/h2>\n\n\n\n
Step 1: Review the account<\/h4>\n\n\n\n
Step 2: Set a lightweight agenda <\/h4>\n\n\n\n
Step 3: Lead discovery with relevance <\/h4>\n\n\n\n
Step 4: Demo through their context<\/h4>\n\n\n\n
Step 5: Lock next steps and capture insights <\/h4>\n\n\n\n
Templates<\/h2>\n\n\n\n
Demo\u00a0opener<\/h4>\n\n\n\n
Context bridge <\/h4>\n\n\n\n
Recap email <\/h4>\n\n\n\n