For most of my early career in sales, I prepped for calls the same way everyone does.
I’d open their LinkedIn. Skim their title and tenure. Maybe note a mutual connection. Write one line at the top of my notes: ‘Been at company 3 years. Works in ops.’
Then I’d dial and figure the rest out as I went.
I was decent at it. Good enough to hit quota most months. But my results were all over the place — a great call, three mediocre ones, one that went off the rails, repeat. I couldn’t predict which version of me would show up on any given day.
So I ran an experiment. For 100 consecutive calls, I committed to using AI-powered prep for every single one. Buyer profile first. Roleplay second. Then dial.
Here’s what happened.
The Process
Before each call, I opened the prospect’s LinkedIn profile with Dextego running. In about 60 seconds I had:
– Their DISC and OCEAN behavioral profile
– Communication preferences and decision-making style
– Likely objections based on their personality type
– Tailored talking points for someone who thinks the way they do
Then I’d run a 2–3 minute roleplay through Dextego, practicing my opener and the most likely hard question I’d face before getting on the call.
Total prep time: under 5 minutes per call.
What Changed First: Discovery Quality
Within the first 20 calls, I noticed something. My discovery questions were landing differently.
With an analytical buyer (high-C), I’d lead with: ‘I pulled some data on your space before this call — want me to share what I found?’ They’d immediately lean in.
With a relationship-driven buyer (high-I or high-S), I’d open with: ‘Before I get into anything, I just want to understand what’s on your plate right now.’ They’d open up in a way that skipping that step never got me.
I stopped sounding like a rep running a script. I started sounding like someone who’d actually thought about them.
What Changed Next: Objection Handling
Around call 40, I realized I was no longer getting caught off guard by objections.
Not because they disappeared, but because I’d already practiced them. When a high-D buyer said ‘Just send me a one-pager and I’ll get back to you,’ I’d already run that exact scenario in my roleplay. I had a response ready that didn’t sound scripted.
‘Totally — I’ll send that over. Can I ask: is there one thing you’d need to see in it to make it worth 20 minutes next week?’
That came from practice, not inspiration.
What Changed By Call 100: Confidence
The biggest shift wasn’t tactical. It was internal.
I stopped dreading the calls I didn’t feel ready for. Because I was always ready. Not perfectly, but ready enough to show up with a clear game plan and adjust in real time.
My quota attainment went from ‘most months’ to consistent. My deal velocity sped up. But more than the numbers, I stopped leaving calls with that hollow feeling of I should have said something different.
What I’d Tell My Past Self
Prep isn’t about reading someone’s whole LinkedIn history. It’s about answering one question before every call: How does this person want to be spoken to?
When you know that, everything else gets easier.
🔗 Run your own experiment.
👉 Install the Dextego Chrome extension free here.