Salespeople and the First Executive Call: How to Stand Out
Salespeople often feel nervous about meeting a new executive for the first time—especially when the goal is to open a discussion that could lead to a new sales opportunity.
The default approach? Falling back on talking about their organization’s capabilities, solution features, or probing for business issues and challenges—the classic “discovery call.”
Unfortunately, this rarely creates momentum. Everyone sounds the same, and opportunities fade quickly.
It’s clear: an innovative approach is needed—one that sets you apart and makes you memorable.
“We must differentiate ourselves before we can differentiate our solution or our company! ”
— Kevin Doddrell, Chief Revenue Officer, Revenue Storm
What Are We Trying to Achieve on the First Call?
The single most important outcome of a first sales call is to spark enough curiosity and interest for the potential client to ask for a second meeting.
You’re asking them to give up their most valuable commodity—their time. For someone to spend more time with you, they must believe you have a valuable contribution that matters personally to them.
So, it’s very personal. It’s about their time and why they should spend more of it with you.
Rule #1 for creating demand:
We must differentiate ourselves before we can differentiate our solution or our company!
There are three levels of communication in a sales call:
- Small Talk
- Information
- Point of View
Small Talk
Small talk serves a purpose at the start of a meeting. It helps establish a friendly atmosphere and overcome the subconscious “friend-or-foe” trigger that occurs when meeting someone new. This happens in seconds and can be mitigated by a few minutes of relaxed, authentic rapport building.
The key: let your personality shine and show you’re enjoying the interaction—just don’t overdo it.
Information
This is where most sellers feel comfortable—sharing company or solution details or asking information-based questions about client challenges.
Yes, this has its place. It can build credibility and demonstrate expertise. But it will not differentiate you.
Your prospect can find out almost anything about your company online or through AI.
If you use discovery questions, lead with insight. Think like a TV interviewer: start with a brief statement, then ask the question. Senior executives quickly gauge whether you’ve “earned the right” to ask about their business.
Bottom line: exchanging information alone carries a low probability of creating momentum.
Point of View
This is where the energy happens—an exchange of perspectives!
Think about your last animated sports debate. Opinions flowed freely, and engagement was high. Humans love this kind of interaction.
Leading with insights or a point of view can feel risky. What if they disagree? That’s okay! Disagreement sparks dialogue.
Example: If you’re a high-tech seller discussing cloud transformation, share your perspective on the three biggest mistakes companies make—such as poor communication, simultaneous business transformation, or treating cloud as a tech project instead of business reinvention.
If the prospect disagrees, you’re in a good place. You’ve created engagement.
Tip: If you quote research, layer in your personal perspective. And use stories—they stick.
16% of people remember numbers; 67% remember stories.
The higher the executive, the more time-sensitive they are. Virtual meetings rarely exceed 30 minutes; face-to-face might stretch to 45.
Credibility decisions happen fast—within 2 minutes on a virtual call and 5 minutes in person.
Plan your phases:
- Small Talk: Minimal, but intentional
- Information: Just enough to build credibility
- Point of View: Lead with insights to spark discussion
Risk is Underrated
Be bold. Develop compelling points of view. Make yourself interesting and memorable. Differentiate from the competition—right from the start.
Personal Challenge:
Break out of your comfort zone. Target a new role in your client’s organization and craft a POV for an area you haven’t approached before.
Sales Tip:
Use the TIPS tool to develop your POV. Leverage all assets—including AI—and translate your insight into an Encounter Plan to create the right connection and emotional momentum.
Author: Kevin Doddrell
Chief Revenue Officer, Revenue Storm
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