The Almanac Journal

Blog

Practical notes on the craft of the sales call: how to walk in prepared, hold the room live, and follow through before the momentum fades. Written by the team building Almanac.

Entry VII

What to Research Before a Sales Call: The 6-Point Checklist

The exact pre-call research checklist top reps use: company signals, attendee backgrounds, org structure, news, and triggers, in under 15 minutes.

Read the entry

Collection
Call Preparation
Published
June 12, 2026
Length
9 min read

Collections

Call Preparation

Sales Call Preparation: The Complete Pre-Call Guide

Every framework, checklist, and routine you need to walk into any sales call already ahead.

3 entries · Complete guide Open

Live Call Execution

Real-Time Sales Coaching: Guidance During the Call, Not After

What to actually do in the moments that decide a call, while the call is still happening.

4 entries · Complete guide Open

All entries

  1. Entry VI Live Call Execution

    How Much Time Do Sales Reps Spend Selling? Less Than Half the Week

    Sales reps spend about 40% of their time selling, up from 28% in 2022. Where the rest of the week goes, and how teams win more of it back.


    5 min read

  2. Entry V Live Call Execution

    How Long to Ramp a Sales Rep: 2026 Benchmarks and What Faster Is Worth

    How long to ramp a sales rep in 2026: 3 months for SDRs, 6.2 for AEs, plus a model for what two weeks or 30% faster is worth.


    9 min read

  3. Entry IV Live Call Execution

    Real-Time AI Sales Call Assistant: How to Choose One in 2026

    What a real-time AI sales call assistant does live, how it differs from post-call tools, and how to choose one without buying a distraction.


    8 min read

  4. Entry III Live Call Execution

    What to Do When You Don't Know the Answer on a Sales Call

    Caught without an answer on a sales call? The 4-step move that protects credibility, the phrasing to use, and how to turn the gap into a strong follow-up.


    9 min read

  5. Entry II Call Preparation

    The 10-Minute Pre-Call Research Routine for Busy Reps

    A repeatable 10-minute pre-call research routine: where to look, what to skip, and how to turn findings into an opening that lands.


    9 min read

  6. Entry I Call Preparation

    Stakeholder Mapping in Sales: Know the Buying Committee Before You Dial In

    Stakeholder mapping in sales: how to chart the buying committee before a call, the five roles to find, and the questions that reveal who signs.


    9 min read