Meeting Prep

Reach for Meeting Prep the day before a discovery or demo call, or ten minutes before it when time is short.

• A first call is booked and you need a plan for the buyer's first five minutes. The sheet opens with the top pain and the question that starts it.
• A demo is on the calendar, but discovery has not confirmed the pain. The skill refuses to build a demo plan and sends you back to the questions.
• Several people will attend, each with a different job. Each attendee gets one proof point that matches their persona.
• You want the sheet to match the call you are about to make. The call flow adds up to the call length, minute by minute.

It writes the sheet and a follow-up draft. You read the draft and send it yourself.

Discovery call prep turns one booked call into a single sheet that you read during the call. Tell it the account, the meeting type and the attendees. It builds the top pain, a question bank for each discovery phase, one proof point for each attendee, objection scripts, a minute by minute call flow and a follow-up email draft. A demo sheet is built only after discovery has confirmed the pain, so the call does not turn into a feature tour.

The sheet has the same sections in the same order every time. A manager who scans many sheets never has to learn the layout again, and you never have to hunt for the question you need.

Core Workflow

The meeting type comes first, because it decides the method. A demo runs a prerequisite check, and it needs at least two confirmed pains, one of them with a quantified impact, before a demo plan is built. If the record falls short, the sheet names what is missing and offers two options. The first is to run discovery prep for the meeting. The second is to keep the demo and open with five to ten minutes of discovery questions. The rep chooses between them. Then the skill gathers the account record and the prior notes, builds the pain intelligence, prepares the questions, frames the call, scripts the open, the close and the follow-up, and assembles the sheet.

Discovery And Demo Method

Discovery follows SPIN, which runs through four phases. They are situation, problem, implication and need-payoff. Every confirmed pain then gets a follow-up ladder. You identify it, rate its urgency on a scale of 1 to 10, quantify what it costs, and map who else it touches. The first two steps run on every confirmed pain, and the cost question runs on the top pain. Your team's own names for these steps take precedence over the defaults.

A demo is a set of habits, not a tour. It opens on the top pain, spends the most minutes on the most important pain, uses the buyer's own words, shows proof from a similar customer, and asks a what or how question after each workflow. The arc runs from the buyer's risk to the workflow change to the cash impact. An illustrative number is never shown as a result.

Proof And Resistance

Each attendee's persona gets one proof point, shown with its status. Verified proof can be cited to the prospect. A benchmark is context, given with its source and date. Illustrative proof is never cited, and the sheet marks it do not cite. Resistance is sorted into three types, reactance, skepticism and inertia, and each type has a response written in advance.

What It Reads

The skill reads these sections of your client profile: Company, Buyer Personas, Core Pain Points with its business impact, listen-for and discovery question columns, Value Propositions, Proof Points by status, Competitive Landscape, Qualification Stage Gates, Sales Methodology, and the Meeting Prep section, which holds your team's discovery vocabulary and the persona proof map.

It also opens the account's folder in your Context OS knowledge base, if the profile points to one. That folder holds the notes, calls, decisions and earlier meeting history, and the skill reads it as the interaction history. It also reads upstream outputs by name, such as the verdict from Account Snapshot, and reports any that are missing.

If your assistant is connected to the CRM or a call recorder, the skill offers a read-only pull of the account record and the call history, asks before it reads, and tags each pulled fact with its date. It never writes back. Pasting the same records works the same way.

Where It Fits

This skill belongs to five chains. In Qualify To Book, it turns the booked first call into the sheet the rep reads during the call. In Daily Pipeline, it builds the sheet for a call that the morning dial sheet booked. In Win Back, it uses a reactivation opener only after the reopening event has fired. In Work The Deal, it runs first, sets the question bank and the top pain, and then hands off to Call Coaching, Deal Pulse, MEDDPICC Analysis and Stakeholder Mapping. In Beat The Incumbent, it turns the incumbent's probes into questions for the call.

The Business Case & ROI Kit, a paid Guild Pro kit, can read this skill's results. This skill is free and works on its own.