Introductory Call

Meeting Prep Checklist

Research the prospect's company, industry, and competitors
Research the prospect's role, responsibilities, and background
Understand prospect's pain points and how your solutions address them
Prepare a list of open-ended questions to uncover unknown pain points, needs, and goals
Develop an engaging and concise value proposition
Identify common objections and prepare detailed responses
Gather and ready any materials relevant to the prospect
Prep relevant case studies or success stories
Practice delivering your elevator pitch
Test your tech
Have a backup plan ready

Meeting Agenda Template

1. Opening and Agenda Review

• Welcome and introductions
• Give a brief overview of your organization
• Recap of objectives and agenda

2. Background and Understanding Needs

• Ask the prospect for a brief summary of their organization
• Ask the prospect about their role, responsibilities, priorities, and challenges
• Encourage the prospect to share their pain points, challenges, and goals

3. Value Proposition

• Give a detailed overview of your product/service
• Highlight key benefits and advantages of your solution vs. others
• Share relevant case studies and success stories to reinforce your solution

4. Q & A and Discussion

• Encourage the prospect to ask questions and share feedback or concerns
• Address any concerns or uncertainties the prospect mentions

5. Next Steps

• Discuss next steps (sending a proposal, scheduling a demo, follow-up meeting, etc.)
• Set a rough timeline for the next steps

6. Closing and Thank You

• Summarize the key points
• Confirm the prospect's interest level and commitment to next steps
• Thank the prospect for their time and interest

Meeting Notes Template

1. Basic Information:

• Date and time
• Attendees and their roles
• Contact information

2. Key Discussion Points:

• Prospect's pain points, challenges, and goals
• Prospect's existing solutions or competitors
• Prospect's budget range and preferred timeline for a solution
• Questions, concerns, or objections raised by the prospect, plus your responses

3. Value Proposition:

• Key points discussed about offerings
• Specific aspects of your solution the prospect expressed interest in
• Case studies and prospect's interest

4. Next Steps:

• Agreed-upon next steps and deadlines
• Roles and responsibilities for next steps

5. Summarize the Call:

• Key takeaways and confirmed next steps

Meeting Follow-up Checklist

Review meeting notes
Update your CRM with meeting notes, outcomes, and feedback
Upload meeting recording/transcript to CRM
Update any contact information and potential opportunity records in CRM
Assign responsibilities and set clear deadlines
Schedule a follow-up meeting and set a clear objective
Send a follow-up email recapping the meeting, listing responsibilities, and outlining next steps
Attach any additional information or resources discussed
Prepare materials and review notes/research before following up again