Which action is listed as part of a pre-call plan for filling out the internal digital room?

• A. The company
• B. How they make money
• C. What their product is
• D. Do research to fill out the internal digital room

Answer: (D)

Before you pick up the phone, you want to enter the conversation with context about the prospect. The actionable step in a pre-call plan for the internal digital room is to do research to fill out that room. This means gathering relevant facts about the company—its size, industry, business model, current products, challenges, goals, and any recent initiatives—and recording them in the internal digital room so the whole team can see a complete, up-to-date profile.

This preparation lets you tailor questions, reference specifics from what you found, and anticipate potential objections, making the call more relevant and efficient. The other items listed are pieces of information you’d learn, but the essential action is conducting the research and populating the internal digital room with that context.