Always Define Next Steps
I have learned to have next steps already in mind before I ever start a call. I purposely leave some margin in what I expect to accomplish so I can dedicate time to define next steps when wrapping up. Defining next steps is a valuable way to build on your momentum toward your sales goals.
TIP: Remember it’s also important to solicit key contributors for any next steps they consider most important. While you are the owner of the call, you don’t want to be the dictator of your agenda. That is a quick way to break trust.