Use case · Call prep
Walk in already knowing how it goes.
Ten minutes before the call that matters, run the prep: the objections coming, the question you have to land, what the buyer needs to decide by the end.
- No credit card
- 60 minutes free
- Google SSO
Overview
Prepare for sales conversations is the short, high-leverage use case of getting ready for the next call, and one of the most-used parts of the platform. A rep who walks in with a hypothesis, a deliberate question set, and a clear sense of what the buyer needs to decide runs a different call from one who improvises: prep is where Performance Drift gets closed before it happens. You tell Keenan who you are meeting, where the deal is, and what you want out of the conversation, and he builds the prep around it: the questions to ask and why, the objections likely to surface, the opening that sets the tone, and what the buyer needs to decide by the end. The output is a plan for the specific call, not a generic checklist.
The jobs
What reps actually bring to it.
Each one is a real job, drawn from how sales teams use the coach. Bring yours, and Keenan works it with you.
- 01
Build a discovery question set
Diagnostic questions, not a feature checklist.
A bad question set confirms what you hope; a good one diagnoses what is true. Keenan builds questions that uncover the problem, its impact, and the root cause, sequenced so each answer earns the next question, and he tells you what a good answer to each one sounds like so you know when to dig and when to move on. The result is a question set that runs real discovery, not a survey the buyer endures before you pitch.
- 02
Prepare for a first discovery call
Walk in with a hypothesis, not a blank page.
The first call sets the entire deal. Keenan helps you arrive with a hypothesis about the buyer's likely problem, drawn from their role, company, and any signal you have, so the call tests an idea rather than starts from zero. He preps the opening, the priority questions, and the outcome you want. Done well, you walk in sounding like you understand their world already, and discovery deepens a hypothesis instead of building from nothing.
- 03
Build a talk track
A through-line for the call that still leaves room to listen.
A talk track is a through-line, not a script. Keenan helps you map how the conversation should move, from opening to problem to impact to next step, while keeping the structure loose enough that you can follow what the buyer says. Get it right and the call has direction and a clear destination, without sounding rehearsed or steamrolling the buyer.
- 04
Craft your first thirty seconds
The opening that sets how the whole conversation develops.
The first thirty seconds tell the buyer what kind of call this is. Keenan helps you craft an opening that frames the conversation around their world rather than your agenda, sets a clear purpose, and earns the buyer's attention for what follows. Land it and the buyer leans in and treats the call as useful, instead of bracing for a pitch.
- 05
Prepare for a product demonstration
Demo the problem you uncovered, not the full feature tour.
A demo that tours every feature buries the two that matter. Keenan helps you build a demo around the specific problem you uncovered in discovery: which capabilities to show, in what order, tied back to the buyer's quantified pain, and which features to leave out. The demo then feels built for this buyer, lands on their problem, and ends with them seeing their situation solved.
- 06
Prepare for a C-suite meeting
The executive version: shorter, sharper, business-outcome first.
An executive does not want the demo. Keenan helps you prepare the executive version: lead with the business outcome and the cost of inaction, compress the detail, and be ready for the questions an executive actually asks about risk, return, and timeline. Do this and you sound like a peer talking business, not a vendor walking through a product.
- 07
Prepare for a pricing negotiation
Hold the line on value before you discuss the number.
Going into a pricing conversation unprepared means negotiating against yourself. Keenan helps you prepare: re-establish the cost of the problem, anticipate the discount asks, decide what you will and will not concede and what you ask for in return. You then enter the negotiation with the value case fresh and a clear plan, so the conversation is a trade, not a slide down on price.
The bar
What good looks like.
Not the theory. The concrete signs you are running this use case well.
-
You spend ten minutes prepping every call that matters, and that ten minutes changes how the call goes.
-
You walk into first calls with a hypothesis about the buyer's problem, so discovery deepens an idea rather than starting from a blank page.
-
Your demos show the two or three things this buyer's problem demands, and leave out the feature tour.
-
You never enter a pricing conversation without the cost of inaction fresh and a clear plan for what you will trade.
FAQ
Quick answers.
-
How long does call prep with Keenan actually take?
A few minutes. You tell him who you are meeting, where the deal is, and what you want from the call, and he builds the prep around it. It is designed to be the ten-minute job you do before a call that matters, not a long planning session. -
Can Keenan prep me even though he does not know the prospect?
Yes. You bring what you know about the buyer (role, company, deal stage, any signal) and Keenan builds the question set, hypothesis, and talk track around it. The more you give him, the more specific the prep, but he works from whatever you have. -
What is the difference between a talk track and a script?
A script is lines to deliver. A talk track is a through-line: where the conversation should move and what it needs to reach, kept loose enough that you can actually listen and follow the buyer. Keenan builds the second, deliberately. -
Can I prep right before the call, on my phone or in Slack?
Yes. Keenan works over chat, voice, video, or Slack, so you can run prep on the way to a meeting. Many reps use it as the last thing they do before walking in. -
Does prep connect to my calendar?
On Team and Enterprise plans you can connect Google or Microsoft Calendar so Keenan has the meeting context. On the free tier you simply tell him what the meeting is. The coaching is the same either way.
Bring a real one. Run it free
60 minutes with Keenan, no credit card. Bring the job you actually have in front of you.
Start free with Keenan- No credit card
- 60 minutes free
- Google SSO