Sales Call Prep

company_research: {
  overview: {
    name: string
    description: string
    industry: string
    employee_count: string
    location: string
    founded: string
    business_model: string
  }
  financial: {
    funding_total: string | null
    last_round: { amount: string, stage: string, date: string } | null
    revenue_estimate: string | null
    growth_signal: "growing" | "stable" | "contracting" | "unknown"
  }
  pain_indicators: [
    { signal: string, source: string, relevance_to_product: string }
  ]
  tech_stack: {
    known_tools: string[]
    competitor_in_use: string | null
    integration_opportunities: string[]
  }
  decision_landscape: {
    decision_maker_likely: string     # Title of likely decision maker
    other_stakeholders: string[]
    procurement_style: "founder_led" | "committee" | "procurement" | "unknown"
    estimated_sales_cycle: string
  }
  recent_news: [
    { headline: string, date: string, relevance: string }
  ]
  relationship_map: {
    mutual_connections: string[]
    peer_customers: string[]          # Your customers in their network
    past_interactions: string | null
  }
}

prospect: { name, title, email, linkedin_url, company }  # From Step 1
company_research: { ... }                                  # From Step 2
your_company: { ... }                                      # From config

person_research: {
  profile: {
    name: string
    title: string
    department: string
    time_in_role: string
    previous_roles: [ { title: string, company: string, duration: string } ]
    education: string | null
  }
  authority: {
    level: "economic_buyer" | "technical_buyer" | "champion" | "user" | "evaluator"
    budget_authority: "confirmed" | "likely" | "unlikely" | "unknown"
    reports_to: string | null
    team_size: string | null
    assessment: string                # One-sentence assessment of their buying power
  }
  interests_and_priorities: {
    recent_posts_summary: string      # What they've been posting/sharing about
    key_topics: string[]              # Themes they care about
    public_opinions: string[]         # Positions they've taken publicly
    conversation_hooks: string[]      # Specific things to reference in the call
  }
  communication_style: {
    primary_style: string             # "data-driven", "visionary", "operational", "skeptical", "relationship-oriented"
    how_to_adapt: string              # Specific guidance
  }
  predicted_objections: [
    {
      objection: string
      likelihood: "high" | "medium" | "low"
      reasoning: string               # Why we predict this
      prepared_handle: string          # How to address it
    }
  ]
}

company_research: { ... }            # From Step 2
person_research: { ... }             # From Step 3
meeting_context: { ... }             # From Step 1
your_company: {
  description: string
  pain_point: string
  proof_points: string[]
  competitors: [ { name: string, positioning: string } ]
  pricing_model: string
  sales_process: string
  discovery_questions: string[]
}

product_mapping: {
  value_connections: [
    {
      their_pain: string
      your_answer: string
      proof_point: string
      how_to_say_it: string
      confidence: "strong" | "moderate" | "speculative"
    }
  ]
  competitive_positioning: {
    competitor_in_play: string | null
    differentiators: [ { dimension: string, their_approach: string, your_approach: string, framing: string } ]
    competitive_advice: string        # One paragraph on how to handle the competitive dynamic
  } | null
  relevant_proof_points: [
    { proof: string, why_relevant: string }
  ]
  risk_factors: [
    { risk: string, source: string, mitigation: string }
  ]
}

meeting_context: { ... }              # From Step 1
company_research: { ... }            # From Step 2
person_research: { ... }             # From Step 3
product_mapping: { ... }             # From Step 4
your_company: { ... }                # From config

# Sales Call Prep: [Person Name] @ [Company]
**Date:** [meeting date/time] | **Call type:** [discovery/demo/follow-up/etc.]
**Prepared for:** [user's name/role]

---

## 30-Second Brief

[4-5 bullet points. Everything you need if you have 30 seconds before the call.]

- **Who:** [Name], [Title] at [Company] — [authority level]. [Time in role].
- **What they do:** [Company] is a [1-sentence description]. [Size, industry, stage].
- **Prior interaction:** [CRITICAL — "No prior contact" OR "We emailed them on [date] about [topic], they replied [summary]" OR "Active deal in [stage] since [date]" OR "Lost deal [date] — reason: [reason]". This single line changes the entire call approach.]
- **Why this call:** [How this meeting came about — outreach reply, inbound, referral, etc.]
- **Key signal:** [The one thing that makes this call timely — funding, hiring, pain post, etc.]
- **Your angle:** [One sentence on why your product matters to them right now]

---

## Company Intelligence

### Overview
[2-3 sentences on what the company does, their market position, and current trajectory]

### Business Context
| Factor | Detail | Sales Relevance |
|--------|--------|----------------|
| Size | [employees] | [pricing tier / complexity indicator] |
| Funding | [last round] | [budget indicator] |
| Growth | [signal] | [expanding = buying, contracting = cost-cutting] |
| Industry | [vertical] | [which proof points to use] |

### Pain Signals Found
| Signal | Source | Connection to Your Product |
|--------|--------|--------------------------|
| [pain] | [where you found it] | [how your product addresses this] |
| [pain] | [source] | [connection] |

### Their Current Stack
| Category | Tool | Implication |
|----------|------|------------|
| [your category] | [competitor or unknown] | [displacement or greenfield opportunity] |
| [adjacent] | [tool] | [integration opportunity] |

### Recent News
| Date | Headline | Relevance |
|------|----------|-----------|
| [date] | [news] | [why it matters for this call] |

---

## Prior Interactions

[If no prior interactions exist, state "No prior contact found across CRM, outreach tools, or other sources. This is a true cold meeting." and move on.]

[If prior interactions exist, this section becomes one of the most important in the brief.]

### Interaction Timeline
| Date | Type | Source | Detail |
|------|------|--------|--------|
| [date] | [outreach_sent / reply / deal / call / etc.] | [CRM / SmartLead / email / etc.] | [What happened] |

### What They Already Know About You
[Based on the outreach and interactions above, summarize what this person already knows about your product/company. This prevents you from re-explaining things they've already heard.]

### What You Already Know About Them
[Based on replies, call notes, CRM notes — summarize what you've learned from prior interactions. These are conversation gold: "Last time we spoke, you mentioned X..."]

### How Prior Interactions Should Shape This Call
[Specific guidance on how to adjust the call approach based on history. Examples:]
- "They replied positively to your hiring-signal outreach — open by referencing that: 'You mentioned you were interested when we first reached out about [topic]...'"
- "Deal has been in Evaluation for 18 days with no movement — this is a re-engagement call, not a discovery call. Ask what's changed since the last conversation."
- "Your colleague [name] already talked to their VP Sales — reference that: 'I know [colleague] has been working with [their VP]...'"
- "They were marked 'Not Interested' in a previous campaign 3 months ago — acknowledge it: 'I know we reached out before and the timing wasn't right. What's different now?'"

---

## Person Intelligence

### Profile
[1-2 paragraphs on who this person is — not their resume, but what makes them tick.
What they care about, what they've been vocal about, what their priorities likely are.]

### Authority Assessment
| Factor | Assessment |
|--------|-----------|
| Authority level | [economic buyer / technical buyer / champion / user] |
| Budget authority | [likely/unlikely] |
| Reports to | [name/title] |
| Decision process | [solo / committee / procurement] |

### Communication Style: [Type]
[2-3 sentences on how to adapt your communication to this person.
E.g., "Lead with data — they post frequently about metrics and ROI.
Don't spend too long on rapport. Get to the numbers quickly."]

### Conversation Hooks
[3-5 specific things you can reference to show you've done your homework]
1. [Their recent post about X — use as an opener or bridge]
2. [A project they led at their previous company]
3. [Something from company news they're likely proud of]
4. [Mutual connection or shared experience]
5. [A comment they made about a problem you solve]

---

## Call Strategy

### Objective
**Primary:** [What you want to achieve in this call — e.g., "Qualify: confirm pain, budget, timeline, authority"]
**Secondary:** [Backup objective — e.g., "If not qualified, get referral to right person"]

### Agenda Suggestion
[A proposed call structure. Adapt to call type.]

| Phase | Time | What to Do |
|-------|------|-----------|
| **Open** | 2 min | [How to open — rapport hook, agenda set] |
| **Discovery / Context** | 10-15 min | [Key questions to ask — see below] |
| **Value / Demo** | 10-15 min | [What to show or discuss — see value connections] |
| **Next Steps** | 3-5 min | [What to propose — see below] |

### Opening Line
> "[Suggested opening — references a conversation hook and sets the agenda naturally.
  E.g., 'Thanks for making time, [Name]. I saw your post about [topic] — that's actually
  a big part of why I wanted to connect. I'd love to learn about how [Company] is
  handling [pain area] and see if what we're building is relevant. Sound good?']"

### Discovery Questions (Prioritized)

**Must-ask** (qualify the deal):
1. [Question that confirms they have the pain your product solves]
2. [Question about how they're handling it today — incumbent tool or manual process?]
3. [Question about timeline — are they actively evaluating or just learning?]
4. [Question about decision process — who else is involved?]
5. [Question about budget — how do they typically buy tools in this category?]

**Should-ask** (deepen the conversation):
6. [Question specific to their company situation from research]
7. [Question about their priorities for the next 6-12 months]
8. [Question that surfaces a pain they might not have articulated]

**Nice-to-ask** (if time allows):
9. [Question about their experience with competitors]
10. [Question about what a successful outcome looks like for them]

### Value Points to Make
[Ordered by relevance to THIS prospect — not your generic pitch deck]

1. **[Value point]** — [How to frame it for this prospect, using their specific situation]
   - Proof: [Relevant proof point]
   - Transition: [How to move from discovery to this point naturally]

2. **[Value point]** — [Framing]
   - Proof: [Proof]

3. **[Value point]** — [Framing]
   - Proof: [Proof]

### Proposed Next Step
[What to suggest at the end of the call, based on call type]

| Call Type | Suggest |
|-----------|---------|
| Discovery (qualified) | "Would it be helpful to see a demo tailored to [their specific use case]? I can have that ready by [date]." |
| Discovery (not sure yet) | "Let me put together a one-pager on how [peer company] handled this. Can I send it over and follow up [date]?" |
| Demo | "Based on what we covered, it sounds like [stakeholder] should probably see this too. Can we set up a follow-up with them?" |
| Follow-up | "I can have a proposal over by [date]. Would it be useful to include [specific thing they asked about]?" |
| Negotiation | "If we can align on [terms], we could have you live by [date]. What does your approval process look like from here?" |

---

## Objection Prep

[Pre-loaded responses for likely objections, ordered by predicted likelihood]

### [Objection 1 — Highest Likelihood]
**They'll say:** "[Exact wording of the objection]"
**Why:** [Why we predict this based on research]
**Handle:**
> "[Suggested response — acknowledge, reframe, proof point]"

### [Objection 2]
**They'll say:** "[Objection]"
**Why:** [Reasoning]
**Handle:**
> "[Response]"

### [Objection 3]
**They'll say:** "[Objection]"
**Why:** [Reasoning]
**Handle:**
> "[Response]"

---

## Landmines & Things to Avoid

- [Thing NOT to bring up and why — e.g., "Don't mention their recent layoffs. Still sensitive."]
- [Topic to avoid — e.g., "Don't reference competitor by name unless they bring it up first."]
- [Assumption NOT to make — e.g., "Don't assume they have budget authority — verify first."]

---

## After the Call

### Notes Template
After the call, capture:
- [ ] **Outcome:** Qualified / Not qualified / Needs follow-up
- [ ] **Key pains confirmed:** [What they actually said they struggle with]
- [ ] **Decision process:** [Who's involved, timeline, budget]
- [ ] **Next step agreed:** [What happens next]
- [ ] **Objections raised:** [What came up, how you handled it]
- [ ] **Competitive mentions:** [Any competitors discussed]
- [ ] **Follow-up items:** [What you promised to send/do]