Call Prep

1. Prospect Snapshot

Quick reference card for the meeting:

If a lead-researcher brief exists, pull from it. If not, do quick research.

2. Meeting Agenda (Suggested)

Adapt based on meeting type and length:

Discovery Call (30 min)

Demo (45 min)

Follow-up / Negotiation (30 min)

3. Discovery Questions

Tailored to the prospect's situation. Organize by category:

Situation (understand their world)

• "Walk me through how your team currently handles [the process your product addresses]."
• "How many people are involved in [process]? What does a typical cycle look like?"
• "What tools or systems do you use for this today?"

Problem (find the pain)

• "What's the biggest bottleneck in [process]?"
• "When [problem] happens, what's the impact on [timeline / cost / team]?"
• "Have you tried to solve this before? What happened?"

Implication (make the pain concrete)

• "If you could cut [process] from [X months] to [Y weeks], what would that mean for [launches / revenue / team capacity]?"
• "What happens if nothing changes in the next 12 months?"

Need-payoff (connect to solution)

• "If you had a tool that could [key capability], how would that change your workflow?"
• "What would success look like for you in the first 90 days?"

Process (understand buying)

• "Who else would need to be involved in evaluating something like this?"
• "What does your typical decision process look like for a tool in this category?"
• "Is there a timeline or initiative driving this?"

4. Talking Points

3-5 tailored points connecting the product to this specific prospect. Each follows the structure:

[Their situation/problem] → [How you solve it] → [Proof point]

Example:

• "Your team screens formulations through wet lab testing, which takes 4-6 months per cycle → Nextmol runs computational screening on thousands of candidates in days → Clariant went from 6 months to 3 weeks for aggregation inhibitor screening."

5. Objection Anticipation

For each likely objection, prepare a response:

6. Competitive Intelligence

If you know or suspect they're evaluating alternatives:

• Key differentiators vs. each competitor
• What the competitor does well (don't trash them — acknowledge and pivot)
• Questions to ask that highlight your advantage without naming competitors

7. Post-Call Plan

Before the call, know what "next steps" you'll propose based on how it goes:

MEDDICC Integration

For opportunities that are past discovery, map what you know and what you still need:

Output Format

Deliver a Call Prep Brief that fits on 1-2 pages. Sales reps should be able to read it in 5 minutes before the call. Include:

1. Prospect snapshot (quick reference card)
2. Meeting agenda (with time blocks)
3. Top 5 discovery questions (tailored)
4. 3-5 talking points (situation → solution → proof)
5. Top 3 objections and responses
6. Proposed next steps (conditional)

Integration with Other Skills

• Use lead-researcher output as the foundation for the prep
• Use sales-outreach for follow-up messaging after the call
• Use sales-qualification (MEDDICC) for deal qualification scoring
• Use positioning-builder for consistent value proposition framing
• Use competitor-mapper for competitive intelligence