Meeting Preparation

Walk into every meeting knowing what the account cares about, who you’re talking to, what technology they use, and what to say. This playbook takes you from “I have a meeting tomorrow” to “I’m fully prepared” in about 20 minutes.

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Before You Start

Make sure the account is in PG:AI and has been enriched. If it’s a new account, add it first - enrichment takes 5-10 minutes and uses 1 credit.

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Step 1: Review Strategic Priorities (3 min)

Open the account and go to Intelligence → Strategic Insights. Read the Strategic Priorities section first. These are the top things this company is focused on right now - extracted from earnings calls, filings, press releases, and news. Each priority has a summary and source links. What to look for:

• Which priorities relate to what you sell? If you’re selling data infrastructure and they’re prioritising “cloud migration across all business units,” that’s your opening.
• Are there priorities that create urgency? Things like “reduce costs by 15% in FY26” or “consolidate vendor landscape” signal budget pressure or active buying behaviour.
• Any surprises? Something you didn’t know about the account that changes how you’d approach the conversation.

Then scan Goals - these are the measurable targets. Revenue goals, margin targets, expansion milestones. These give you the language to use in conversation: “I noticed you’re targeting 30% growth in EMEA this year…”

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Step 2: Check the Competitive Landscape (2 min)

Go to Intelligence → Tech Stack. Your favourite technologies are highlighted automatically. Look for:

• Your competitors - are they already using a competitor product? If so, this is a displacement conversation, not a greenfield one. Adjust your approach.
• Complementary technologies - what else are they using that integrates with or relates to what you sell?
• Trends - are any technologies growing or declining in their job postings? A declining technology might signal an upcoming replacement decision.

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Step 3: Know Who You’re Meeting (3 min)

Go to Intelligence → Contacts & Org Chart. Find the people you’re meeting. For each person, check:

• Their role and seniority - are you talking to the decision-maker, a champion, or an evaluator?
• Career history - where did they come from? If they joined from a company that uses your product, that’s relevant context.
• Reporting structure - who do they report to? Who else is in their team? This helps you understand the buying committee.

If you’re meeting someone new and don’t know much about them, the org chart shows where they sit and who surrounds them.

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Step 4: Check for Recent Changes (2 min)

Quick scan of two areas: Jobs & Hiring Signals - What are they hiring for? New roles in a specific area often signal investment or a new initiative. If they’re hiring 15 data engineers, they’re building something. If they’re hiring a new VP of Sales, there might be a GTM transformation coming. Financial Intelligence (for public companies) - Any recent earnings? Revenue trajectory? Analyst commentary? This gives you the macro context for the conversation.

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Step 5: Generate Your Prep Sheet (5 min)

Now bring it all together. Go to Agent → AI Assistant or Agent → Canvas. Option A: Quick prep via AI Assistant Ask the assistant a specific question:

“I have a meeting tomorrow with [Name], [Title] at [Company]. They’re evaluating solutions for [use case]. Based on what you know about this account, what should I focus on? Give me 3 talking points and 5 discovery questions.”

The assistant will draw on all the intelligence - priorities, tech stack, financials, contacts - and give you a tailored response. Option B: Structured prep via Canvas Open Canvas and create a new document. Use a meeting prep template or ask the AI to generate one:

“Create a meeting prep brief for my call with [Company] tomorrow. Include: their top 3 strategic priorities relevant to what we sell, the competitive landscape (what they use today), key stakeholders and their roles, 5 discovery questions, and 3 value propositions I should lead with.”

Canvas produces a structured document you can reference during the meeting or share with your team.

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Step 6: Review Sales Engagement Content (3 min)

Go to Intelligence → Sales Engagement for ready-made content:

• Value Pyramid - How your solution maps to their specific priorities. Not generic - tailored to what this account cares about.
• Discovery Questions - Account-specific questions grouped by topic. These reference real priorities and challenges, not generic SPIN questions.
• Custom Insights - If your team has configured custom insight topics, check these for specific intelligence relevant to your conversation.

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What You Should Have Now

After 15-20 minutes, you should know:

• What they care about - their top strategic priorities and measurable goals
• Who you’re talking to - their role, background, and where they sit in the org
• What technology they use - competitors installed, complementary tech, trends
• What’s changed recently - new hires, financial shifts, strategy changes
• What to say - tailored talking points, discovery questions, and value propositions

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Tips

• Don’t try to use everything. Pick the 2-3 most relevant insights and weave them into conversation naturally. “I noticed you’re prioritising X - how is that going?” is more effective than reciting a briefing document.
• Reference sources when it builds credibility. “I saw in your last earnings call that your CEO mentioned…” shows you’ve done your homework.
• Share your prep with the team. If you’re going in with an SC or another AE, share the Canvas document or talk through the key points beforehand. Consistent preparation across the team is one of the biggest advantages of using PG:AI.
• Set up a Monitor. After the meeting, if this is a key account, set up a monitoring agent so you’re alerted when something changes.

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