I have a discovery call with name, their role at company, on date. We sell what we sell to type of team.
From what I paste below (their website copy, a recent post, our CRM notes), build a one-page prep brief:
1. Three things worth knowing about the company right now, each with where it came from.
2. What I think their problem is, as a guess I could be wrong about, in one sentence.
3. Five questions that get them talking about the process we replace: open, specific, nothing they can answer with yes or no. Put the one about budget last.
4. What would make this a bad fit, so I can say so early instead of in week six.
5. The next step I'll ask for if the call…
Vikram Shetty964 uses