call-prep

name	call-prep
description	Build a 15-minute pre-call brief for a sales meeting -- company research, attendee intel, tailored discovery questions, and the objections likely coming with answers ready. Use before any prospect or customer call.

Call Prep

Walk in knowing more than the other side expects. Input: company name and meeting context (first call, demo, negotiation, renewal); attendee names/LinkedIn URLs if known; anything from the CRM or email thread history available.

Workflow

1. Research the company. Web-search recent news, funding, leadership changes, hiring signals (what roles they are posting reveals priorities), and their own positioning language. Find the thing that changed recently -- meetings exist because something changed.
2. Read the attendees. Role, tenure, likely care-abouts by function (a CFO hears risk and payback; an ops lead hears hours saved). Note shared ground if it is real; skip manufactured rapport.
3. Pull the history. From CRM/email/notes provided: every prior touch, what was promised, open threads, and anything they told us before -- asking a question they already answered costs credibility.
4. Write the brief, one page: why this meeting is happening (their trigger, not our pipeline stage), 5-7 discovery questions sequenced from situation to pain to stakes -- specific to their business, not a generic SPIN list; the 3 objections most likely for this profile, each with an honest answer; the single realistic goal for the call and the specific next step to propose before hanging up.

Rules

• Every discovery question must be un-Googleable -- if the answer is on their website, asking it burns the meeting.
• Objection answers are honest, including "that's a real limitation, here's the trade" where true.
• One goal per call. A brief with four goals produces a call with none.
• Flag what you could not verify; a brief with a wrong fact is worse than a gap.