onewave-ai Call Prep
Walk in knowing more than the other side expects. Input: company name and meeting context (first call, demo, negotiation, renewal); attendee names/LinkedIn URLs if known; anything from the CRM or email thread history available.
Workflow
- Research the company. Web-search recent news, funding, leadership changes, hiring signals (what roles they are posting reveals priorities), and their own positioning language. Find the thing that changed recently -- meetings exist because something changed.
- Read the attendees. Role, tenure, likely care-abouts by function (a CFO hears risk and payback; an ops lead hears hours saved). Note shared ground if it is real; skip manufactured rapport.
- Pull the history. From CRM/email/notes provided: every prior touch, what was promised, open threads, and anything they told us before -- asking a question they already answered costs credibility.
- Write the brief, one page: why this meeting is happening (their trigger, not our pipeline stage), 5-7 discovery questions sequenced from situation to pain to stakes -- specific to their business, not a generic SPIN list; the 3 objections most likely for this profile, each with an honest answer; the single realistic goal for the call and the specific next step to propose before hanging up.
Rules
- Every discovery question must be un-Googleable -- if the answer is on their website, asking it burns the meeting.
- Objection answers are honest, including "that's a real limitation, here's the trade" where true.
- One goal per call. A brief with four goals produces a call with none.
- Flag what you could not verify; a brief with a wrong fact is worse than a gap.