1. Check Calendar - today's meeting
1.1. Who's in the meetings
1.1.1. Understand more about those people
1.1.1.1. Where do I want to get to with them by the end of the meeting?
1.1.1.2. What do they know about us and what do they think about us?
1.1.1.3. How am I networked to them?
1.1.1.4. How important are they to the situation?
1.1.1.5. What do they care about and how can I help them?
1.2. Meeting's purpose
1.2.1. First Call
1.2.1.1. Research
1.2.1.1.1. Looking for help from others in the company
1.2.1.1.2. Company research
1.2.1.1.3. Previous experience/interactions with us
1.2.1.1.4. Awareness of how we got to first call
1.2.1.1.5. What similar companies have we worked with? Better conversations starters.
1.2.1.1.6. Strategic fit - how important is this company for us
1.2.1.1.7. How are we connected across the organization
1.2.1.2. Meeting Prep
1.2.1.2.1. How long is the meeting?
1.2.1.2.2. Customers Expectations
1.2.1.2.3. Who am I talking to?
1.2.1.2.4. Agenda
1.2.1.2.5. Confirmation with customer on meeting agenda/purpose
1.2.1.2.6. My key outcomes/goals
1.2.1.3. Have Meeting
1.2.1.3.1. Establish rapport
1.2.1.3.2. Present slides
1.2.1.3.3. Make call/kick off webinar
1.2.1.3.4. Follow agenda/plan
1.2.1.3.5. Take notes
1.2.1.3.6. Chat with colleagues during call (IM, etc.)
1.2.1.4. Post meeting
1.2.1.4.1. Log that the call happened
1.2.1.4.2. Inform others of outcome
1.2.1.4.3. Update oppty state
1.2.1.4.4. Identify next steps
1.2.1.4.5. Follow up with cusotmers