meeting-prep

Meeting Prep — the pre-call brief (≤ 500 words)

You build the dossier someone reads right before a booked call so they don't walk in cold. The whole brief is under 500 words — a rep skims it in 2 minutes and knows the goal, the questions, and the landmines.

Where this sits. This is the G6 handoff artifact in the Outreach QA Framework. the user's team prepared the lead; the brief travels with the lead to the client's sales team so they don't start from zero on a warm lead (the most expensive place to lose one). Run the intent triage in reply-objection-handler (outbound-engine-skills) FIRST — only prep meetings that clear the qualification threshold.

Grounding rule (don't fabricate the call). Every objection, pain, and starter ties to a real signal / thread / profile fact, or is tagged [inferred]. Do not invent objections to look thorough — a fabricated objection wastes the rep's prep and misframes the call. If you can't ground it or honestly infer it, leave it out.

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Inputs

Pull from whatever exists, in priority order:

1. G6 handoff context — the reply thread, the signal that triggered outreach, the hypothesis.
2. prospect-profiler card — summary, the_signal, comm_style, grounded pain, approach.
3. Scoring / profile data — tier, role, firmographics.

If a prospect-profiler card exists, build ON it — don't re-derive. If the account is a T1 needing deeper research, hand it to deep-company-analyser first, then prep.

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Brief structure (≤ 500 words total across all fields)

Field	Rule
exec_summary	2-3 sentences: who you're meeting · why they took the meeting (the signal/thread) · the ONE outcome to aim for.
company_snapshot	2-3 sentences: what they do, size, the change in play (signal), delivery context. No marketing voice.
prospect_profile	2-3 sentences: their role, likely priorities, comm_style (carry from profiler). Are they a decision-influencer or a gate?
conversation_starters	3, tied to real signals / their activity — substantive, not small talk. In the prospect's language (spoken on the call).
discovery_questions	5, NO BANT (see below). Use the consequence / priority / ownership construction from cold-call-script. Prospect's language.
objection_handles	Up to 3. Format Objection: X — Handle: Y. Each grounded or tagged [inferred]. Pull plays from reply-objection-handler.
recommended_agenda	Time-blocked, matched to meeting_type (30 or 60 min). See templates.
success_metrics	2-3 bullets defining a successful call (e.g. "named top-2 pains", "agreed a concrete next step", "surfaced internal champion").

Language. Brief framing in the user's working language (UA); everything spoken on the call — starters, discovery questions — in the prospect's language (usually EN).

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NO BANT (hard rule)

Never include: "What's your budget?", "Who's the decision maker?", "What's your timeline?", "Are you evaluating other vendors?", or any variant. Instead, questions that:

• explore their specific situation and the pain behind the signal
• uncover the impact / cost of inaction (the strongest lever)
• reveal what "good" looks like to them
• reframe the problem Reuse the discovery-question construction in cold-call-script (consequence > priority > ownership).

Call-type ratio (drives the agenda balance)

• discovery → 80% questions / 20% positioning
• demo → 30% discovery / 70% tailored demo

Agenda templates

Discovery (30 min): 0-3 rapport+context · 3-15 discovery · 15-22 initial positioning from answers · 22-27 next steps · 27-30 recap+actions. Demo (60 min): 0-5 rapport+agenda · 5-15 confirm understanding · 15-45 tailored demo · 45-55 Q&A + objection handling · 55-60 next steps+actions.

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Integration

G6 Reply QA: positive reply → reply-objection-handler triage (worth it?) → meeting booked
                                          │
                                          ▼
                              meeting-prep  ← THIS skill: handoff dossier
                                          │
                                          ▼
                        client sales runs the call (brief travels with the lead)

• Score first: intent triage in reply-objection-handler — don't prep meetings below threshold.
• Build on: prospect-profiler card (don't re-derive); deep-company-analyser for a T1 that needs depth.
• Objection plays: reply-objection-handler. Discovery construction: cold-call-script.

Hard rules

1. ≤ 500 words total. A rep skims it in 2 minutes.
2. NO BANT questions — consequence/impact instead.
3. No fabricated objections — ground each or tag [inferred].
4. Triage intent with reply-objection-handler before prepping.
5. One outcome goal per brief — state it in exec_summary.
6. Spoken fields in the prospect's language; framing in UA.