1. PROSPECT-READY (verbal evaluation of a rep’s understanding of key prospects, pains, and with us/without us vision) 2. PROCESS-READY (dry run of tool usage: CRM, content, other technologies) 3. MESSAGE-READY (provide a rep with several dummy leads; ask them to do pre-call planning and leave you customized emails/voicemails) 4. PHONE-READY (a phone-based role play simulating a live connect)
