Pre-Call Intelligence
Pre-Call Intelligence
Give me a company name, a person's name and title, and the type of call (discovery, demo, renewal, expansion), and I'll give you a brief you can read in under a minute — everything you need to walk in sharp.
What the brief covers
Company snapshot — what the company actually does, how big it is, and what it's been focused on lately. Not the boilerplate from their homepage.
Person context — what their role implies about priorities, how long they've been in the seat, and what they've said publicly (if anything).
Call context — based on the meeting type, what they almost certainly care about, what their likely objections are, and where the conversation is likely to stall.
Three smart questions — questions that open the real conversation, not the ones that make you look like you didn't do your homework.
One risk to watch for — the thing that most often derails this type of call with this type of buyer.
Example input
Company: Lattice (HR software, ~500 employees)
Person: Sarah Kim, VP of People
Call type: Discovery
Example output
Company: Lattice builds performance management and people analytics tools for mid-market HR teams. Been pushing hard into AI-driven insights for the past 18 months. Raised Series E, likely feeling pressure to show ARR growth to justify valuation.
Sarah's context: VP of People at a 500-person company means she's both a buyer and a user. She's evaluating tools she'll personally have to justify to the CFO. If she's been in the role under a year, she may be building her own stack from scratch.
What she cares about this call: ROI she can explain to a skeptical CFO, time-to-value (she can't wait 6 months for a rollout), and whether this replaces something she already has or adds to her plate.
Three questions:
- "What's the one people-ops metric your exec team actually asks about in board meetings?"
- "What does your current performance review cycle look like, and what breaks down?"
- "If this goes well, what does success look like for you in 90 days?"
Risk: She may be evaluating 3-4 vendors simultaneously. If she's polite but noncommittal, push gently on timeline and who else is in the room for the final decision.
