How to run a great sales call
A good sales call has a shape: a way it opens, where it goes, and how it closes, and the calls that wander are usually the ones missing that structure. It's tempting to think the magic is in charisma, but far more often it's in preparation and a clear sense of the next right move. That structure is entirely learnable, which means a good call is something a team can get reliably better at.
Why this subject matters
When calls run on improvisation, they tend to stall in the same predictable places: a discovery that never goes deep, a close that never quite arrives, a conversation that ends warm but goes nowhere. The deal doesn't die loudly; it just fades, and the rep is left unsure what went wrong. That uncertainty is its own cost, because you can't fix a problem you can't see.
This is hard because a call has a lot happening at once: listening, steering, reading the room, and without a structure to lean on, it's easy to lose the thread under that load. Most reps were handed a product to sell and left to work out the conversation themselves, which is a lot to figure out live. Struggling without that scaffolding is expected, not a shortfall.
It matters across any selling role, and especially where the volume of calls is high and small improvements compound quickly. A short training that lays out the anatomy of a call that closes gives reps a repeatable structure to run and refine.
Structure and types of content in the template
All templates on Eli are one-to-two-week training programs (for training, awareness, engagement, and more) that ask each participant for only a few minutes a day. These programs are built around three types of content: questions, memos, and actions. Questions invite employees to share their point of view on a subject, either to poll them anonymously or to get them to reconsider a habit they might have. Memos are small knowledge nuggets that take a few seconds to read, can sometimes include an infographic or an educational video, and always come with a quiz. Actions are concrete steps employees can apply in their day, either with their team or individually in the field.
Together, these three types of content create an efficient, complete training cycle in which employees question, learn, and practice, all within a single training sprint, and in record time.
What makes it different from any other training
How to get the most out of it
Our templates are a good starting point, but using them raw will only get you around 60% of the result you expect. To truly move the needle with your teams, you'll need to adapt them to your exact needs, your company culture, your internal policies, and so on.
On Eli, that takes just a few minutes, thanks to our AI agent: explain what you need, upload any documents required, and our agent takes care of the rest.
If you'd like to understand how our platform works and make sure it adapts to your needs, book a meeting with one of our experts!
What's inside
