Glossary
Sales briefing
A short summary of what a rep needs to know before meeting a client: account history, balance, open issues and goals for the meeting.
What it covers
A useful pre-visit briefing answers six questions: what the client owes and whether it's overdue; what they've bought recently and how that compares with last year; what they buy most and what they've stopped buying; what's open (quotes, deals, tasks); what happened last time; and what else is on the calendar with them.
Why it matters
Walking in prepared changes the conversation. The rep raises the overdue invoice on their terms, notices the product the client stopped ordering, and follows up on what was promised last time. Walking in cold means being surprised by all three.
The usual problem
The information exists, but it lives across the ERP and the CRM, and nobody opens them in a car park five minutes before a visit.
Where emily fits
Ask emily "anything I should know before meeting this client?" and she pulls the briefing from your ERP and CRM in one answer, by voice. See pre-visit briefings and the pre-visit briefing in 60 seconds.
You might also like.
- Pre-visit briefingsBalance, recent purchases, overdue items and the latest notes — one answer, two minutes before you walk in.
- The pre-visit briefing in 60 secondsSix questions to ask before every visit — answered from your ERP in a minute, on the way in.
- Calendar and meetingsMeetings booked in one sentence, in Outlook or Google — always with a confirmation.
Ready to get your team talking to the ERP?
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