The 10-Minute Meeting Prep: How Top Reps Research Prospects in Minutes

The best sales reps walk into meetings knowing more about the prospect than the prospect expects. But they don't spend hours preparing—they have a system.

The 10-Minute Framework

Minutes 1-3: Company Overview - What does the company do? - How big are they? (employees, revenue) - What's their business model? - Recent news or announcements?

Minutes 4-6: Person Research - What's their role and tenure? - What's their LinkedIn activity about? - Any shared connections? - Recent content they've posted?

Minutes 7-8: Pain Hypothesis - What challenges does this role typically face? - What's happening in their industry? - Why might they be looking at solutions like yours?

Minutes 9-10: Talk Track - What's your opening? - What 3 questions will you ask? - What value will you offer?

What Top Reps Know

Before every call, elite sellers know: - Company's growth trajectory - Key stakeholders in the organization - Technology they're currently using - Challenges specific to their industry - Recent relevant triggers

The Research Checklist

Company intel: - [ ] Business model and target market - [ ] Recent funding, acquisitions, or announcements - [ ] Key competitors - [ ] Technology stack

Contact intel: - [ ] Career history and tenure - [ ] Recent LinkedIn activity - [ ] Mutual connections - [ ] Content they've created or shared

Contextual intel: - [ ] Why are they taking this meeting? - [ ] What triggered their interest? - [ ] What outcomes do they likely want?

The AI Advantage

With AI-powered research, that 10-minute prep becomes instant: - Automated company briefings - Prospect summaries with relevant signals - Suggested talking points - Competitive intelligence

The Prospectory Approach

Our platform generates complete prospect briefs automatically, giving reps everything they need to run a killer meeting—without any manual research.