An inbound booking is the warmest lead you get all week, and it usually gets your least prepared call. Your rep opens with a name, a company, and whatever the form asked, and spends the first ten minutes on questions the company's website could have answered.

This workflow prepares the call by itself. The moment someone books, it finds out who they are, what their company does, and what your CRM already knows. It finds the other people at the company who will be part of the decision, and reaches them before the call happens.

Your rep walks in with a two-minute brief, and the deal starts with more than one person at the account knowing your name. After the call, everything goes back into the CRM by itself.