sales-call-prep

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English

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Translation

Chinese

Sales Call Prep

销售通话准备

The pre-call intelligence report that turns a 50/50 sales call into an 80/20 one. Researches the company (with a sales lens — not Wikipedia facts, but buying signals, pain indicators, competitive landscape, and budget context), researches the person (not just their bio, but their authority level, priorities, likely objections, and what they care about), then maps everything to your product to generate a specific call strategy.

What makes this different from
meeting-brief
:

Dimension	`meeting-brief`	`sales-call-prep`
Focus	Who is this person?	How do I sell to this person?
Company research	Basic overview	Sales-lens: pain signals, budget indicators, competitive stack, decision process
Person research	LinkedIn + GitHub + news	Authority mapping, buying style, priorities, likely objections
Product connection	None	Maps your product's value to their specific situation
Output	Background brief	Call strategy with talk track, questions, and objection prep
Audience	Anyone with a meeting	SDR, AE, founder walking into a sales call

这款售前智能报告能将胜负难分的销售通话转变为80%胜率的优势局。它会从销售视角研究客户公司（并非维基百科式的通用信息，而是聚焦购买信号、痛点指标、竞争格局和预算背景），研究对接人（不只是个人简介，还包括其权限等级、优先级、可能提出的异议以及核心关注点），随后将所有信息与你的产品匹配，生成专属通话策略。

与
meeting-brief
的核心差异：

维度	`meeting-brief`	`sales-call-prep`
核心关注点	这位对接人是谁？	如何向这位对接人推销？
公司调研内容	基础概述	销售视角：痛点信号、预算指标、竞争产品栈、决策流程
个人调研内容	LinkedIn + GitHub + 新闻动态	权限映射、购买风格、优先级、可能提出的异议
产品关联度	无	将产品价值与客户具体场景匹配
输出内容	背景简报	包含沟通话术、问题清单和异议应对方案的通话策略
目标受众	所有需要参会的人员	参与销售通话的SDR、AE、创始人

When to Auto-Load

自动加载场景

Load this composite when:

User says "prep me for my sales call", "call prep for [company]", "research [person] before our demo"
User says "I have a call with [person] at [company] tomorrow", "meeting prep for a prospect"
User has an upcoming meeting with a prospect (not an internal meeting, not a customer check-in)
An upstream workflow (meeting lifecycle, daily BDR rhythm) triggers call prep for sales meetings

在以下场景下加载此组合工具：

用户提及“帮我准备销售通话”“为[公司]做通话准备”“在演示前调研[对接人]”
用户提及“我明天要和[公司]的[对接人]通话”“为潜在客户做会议准备”
用户即将与潜在客户开会（非内部会议、非客户回访）
上游工作流（会议生命周期、BDR日常节奏）触发销售会议准备

Step 0: Configuration (One-Time Setup)

步骤0：配置（一次性设置）

On first run, collect and store these preferences. Skip on subsequent runs.

首次运行时，收集并存储以下偏好设置，后续运行可跳过此步骤。

Your Product Context

你的产品上下文

Question	Purpose	Stored As
What does your company do? (2-3 sentences)	Frame product-to-prospect mapping	`company_description`
What problem do you solve?	Identify if the prospect has this problem	`pain_point`
Who is your ideal buyer? (title, department)	Map to the person on the call	`ideal_buyer`
What are your top 3 proof points? (customer, metric, result)	Arm the seller with specific evidence	`proof_points`
What are the top 5 objections you hear? And how do you handle each?	Pre-load objection handling	`common_objections`
What competitors do you run into? And what's your positioning against each?	Competitive prep	`competitors`
What's your pricing model? (ballpark)	Budget qualification context	`pricing_model`
What does your typical sales process look like? (stages, timeline)	Calibrate call objectives by stage	`sales_process`
What discovery questions do you typically ask?	Augment with prospect-specific questions	`discovery_questions`

问题	目的	存储变量名
你的公司业务是什么？（2-3句话）	构建产品与潜在客户的匹配框架	`company_description`
你们解决什么问题？	判断潜在客户是否存在对应痛点	`pain_point`
你的理想客户画像是什么？（职位、部门）	与通话对接人匹配	`ideal_buyer`
你们的Top3核心证明点是什么？（客户案例、数据指标、成果）	为销售提供具体佐证	`proof_points`
你们最常遇到的5个异议是什么？如何应对？	预加载异议应对方案	`common_objections`
你们的竞争对手有哪些？针对每个对手的定位是什么？	准备竞争应对策略	`competitors`
你们的定价模式是什么？（大致范围）	预算资质判断参考	`pricing_model`
你们典型的销售流程是怎样的？（阶段、时间线）	根据阶段校准通话目标	`sales_process`
你们通常会问哪些发现类问题？	结合客户场景补充问题	`discovery_questions`

Data Source Config

数据源配置

Question	Options	Stored As
Where do you track deals?	Salesforce / HubSpot / Pipedrive / Close / Supabase / None	`crm_tool`
Where do you track outreach?	Smartlead / Instantly / Outreach / None	`outreach_tool`

Store config in:

clients/<client-name>/config/sales-call-prep.json

or equivalent.

问题	选项	存储变量名
你们在哪里跟踪客户商机？	Salesforce / HubSpot / Pipedrive / Close / Supabase / 无	`crm_tool`
你们在哪里跟踪客户触达动作？	Smartlead / Instantly / Outreach / 无	`outreach_tool`

配置存储路径：

clients/<client-name>/config/sales-call-prep.json

或等效路径。

Step 1: Gather Context

步骤1：收集上下文信息

Purpose: Understand what this meeting is, who's attending, and what stage the deal is at. Pull any existing data from CRM/outreach history.

目的： 明确会议内容、参会人员以及商机所处阶段。从CRM/触达历史中提取已有数据。

Input Contract

输入约定

meeting_input: {
  # Option A: Calendar-driven (meeting already scheduled)
  calendar_event: {
    title: string
    date: string
    time: string
    attendees: [ { name: string, email: string } ]
    description: string | null
    meeting_link: string | null
  }

  # Option B: Manual input (user tells you who the call is with)
  manual: {
    person_name: string
    person_title: string | null
    person_email: string | null
    person_linkedin: string | null
    company_name: string
    company_domain: string | null
    meeting_type: string | null       # "discovery", "demo", "follow-up", "negotiation", etc.
    notes: string | null              # Any context the user provides
  }
}

meeting_input: {
  # 选项A：日历驱动（会议已预约）
  calendar_event: {
    title: string
    date: string
    time: string
    attendees: [ { name: string, email: string } ]
    description: string | null
    meeting_link: string | null
  }

  # 选项B：手动输入（用户告知通话对接信息）
  manual: {
    person_name: string
    person_title: string | null
    person_email: string | null
    person_linkedin: string | null
    company_name: string
    company_domain: string | null
    meeting_type: string | null       # "发现类"、"演示类"、"跟进类"、"谈判类"等
    notes: string | null              # 用户提供的任意上下文信息
  }
}

Process

流程

Identify the prospect(s) from calendar or manual input. Filter out internal team members.

Check ALL prior interaction sources (critical — do this before any web research):

The goal is to reconstruct a complete interaction timeline before the call. Walking into a meeting without knowing you've already emailed someone, had a deal in pipeline, or that a teammate talked to their colleague is a credibility killer. Check every available source.

A) CRM Records (Attio, Salesforce, HubSpot, Pipedrive, etc.)

Check for BOTH the person AND their company. Pull:

What to Check	What to Pull	Why It Matters
Company record	Does the company exist in your CRM? What lists is it on?	Shows if they're already a prospect, customer, or cold
Contact record	Does THIS person exist? Are there other contacts at the company?	Tells you if a colleague already engaged with you
Active deals	Any open deal for this company? Stage, value, owner, age?	You might already be mid-cycle with them — don't restart the conversation
Closed deals	Any won or lost deals? If lost, what was the reason?	Lost deals = you know their objections. Won deals = upsell conversation.
Deal notes	Notes from previous calls, meetings, or interactions	Read every note — they contain gold for personalization
Deal history	Stage changes, timeline, velocity	Shows how fast (or slow) they move
Other contacts at company	Names, titles, roles of other people you've talked to	Reference them: "I was speaking with [colleague] about..."
Comments / activities	Any logged calls, emails, tasks, or comments on their record	May contain context that didn't make it into deal notes

B) Outreach / Sequencing Tool (SmartLead, Instantly, Outreach, Lemlist, etc.)

Search by email AND by name. Pull:

What to Check	What to Pull	Why It Matters
Campaign membership	Were they in a campaign? Which one? When?	You already reached out — don't pretend this is a cold intro
Emails sent	Exact subject lines and email bodies you sent them	Know what you said so you don't repeat yourself or contradict it
Their reply	Did they reply? What did they say? Full reply text.	Their exact words are the best conversation opener: "You mentioned X..."
Lead category	Interested / Not interested / Out of office / Bounced / etc.	If they were marked "interested," you know their temperature
Trigger signal	What signal sourced this outreach? (hiring, funding, leadership change)	Reference the original signal: "When we first reached out, it was because [signal]..."
Sequence position	Which email in the sequence did they respond to (or stop at)?	Tells you what messaging resonated vs. fell flat
Email account used	Which sender mailbox was used?	Know which "version of you" they interacted with

C) Other Interaction Sources

Check any additional places where prior contact may have occurred:

Source	What to Check
Client notes file	`clients/<client>/notes.md` — may reference past conversations, call summaries, or decisions
Previous content/outputs	`clients/<client>/content/` — past call preps, outreach drafts, or research that included this person or company
Calendar	Previous meetings with this person or company
LinkedIn messages	Direct messages or InMail exchanges (ask user if they recall any)
Referral context	How did this meeting come about? Warm intro from whom? Ask user.
Shared Slack/email threads	Any back-channel conversations about this prospect

D) Compile Interaction Timeline

After checking all sources, build a chronological timeline of every touchpoint:

interaction_timeline: [
  { date: "2026-01-15", type: "outreach_sent", detail: "Email 1 of hiring-signal campaign. Subject: 'The new CCO mandate'" },
  { date: "2026-01-18", type: "reply_received", detail: "Replied: 'Interesting, let's chat next month'" },
  { date: "2026-02-01", type: "deal_created", detail: "Deal created in Attio. Stage: Meeting booked. Value: $36K" },
  { date: "2026-02-10", type: "call_completed", detail: "Discovery call. Notes: 'Interested in outbound automation, evaluating Clay'" },
  { date: "2026-02-10", type: "deal_stage_change", detail: "Stage moved to Evaluation" },
]

This timeline goes directly into the 30-Second Brief and Call Strategy. If you have prior interactions, the call type, opening line, and discovery questions all change:

Prior Interaction	How It Changes the Call
No prior interaction	True cold discovery — qualify from scratch
Outreach sent, no reply	Warm-ish — they've seen your name. Reference the email: "I sent you a note about X a few weeks ago..."
Outreach sent, they replied positively	Warm — pick up where the conversation left off. Don't re-pitch.
Outreach sent, they replied negatively	Handle carefully — they already said no. Understand why before re-engaging.
Active deal in CRM	You're mid-cycle — this is a follow-up, not a discovery call. Read all notes.
Lost deal in CRM	Re-engagement — acknowledge the history: "I know we talked back in [month] and the timing wasn't right..."
Colleague already engaged	Multi-thread — reference the colleague: "I've been working with [name] on..."

Determine call type and objective:

Call Type	How to Detect	Default Objective
Cold discovery	No prior deal, first meeting	Qualify: Do they have the problem? Budget? Authority? Timeline?
Warm discovery	They replied to outreach positively	Qualify + build rapport. They already showed interest — figure out why.
Demo	Post-qualification, scheduled demo	Show value. Map product to their specific pain. Get next step.
Follow-up	Post-demo, they're evaluating	Handle objections. Introduce new proof. Advance to proposal.
Negotiation	Proposal sent, discussing terms	Close. Handle final objections. Align on timeline and terms.
Champion call	Internal champion, not decision maker	Arm the champion. Give them ammunition to sell internally.
Executive meeting	VP+ or C-suite involved	Be strategic, not tactical. ROI and vision, not features.

识别潜在客户：从日历或手动输入中筛选出外部潜在客户，排除内部团队成员。

检查所有过往交互来源（关键步骤：在网页调研前完成此操作）：

目标是重建通话前的完整交互时间线。如果在会议中不知道已经给对方发过邮件、已有商机在跟进，或同事已与对方对接过，会严重影响可信度。需检查所有可用来源。

A) CRM记录（Attio、Salesforce、HubSpot、Pipedrive等）

同时检查对接人及其公司的记录，提取以下信息：

检查内容	提取信息	重要性
公司记录	该公司是否在CRM中？属于哪些列表？	判断对方是潜在客户、现有客户还是陌生客户
联系人记录	该对接人是否存在？公司内还有其他对接人吗？	了解是否已有同事与对方对接
活跃商机	该公司是否有未关闭的商机？阶段、金额、负责人、跟进时长？	可能已处于跟进周期中，避免重复沟通
已关闭商机	是否有赢单或丢单记录？丢单原因是什么？	丢单记录可明确对方异议；赢单记录可用于交叉销售
商机备注	过往通话、会议或交互的备注	包含个性化沟通的关键信息
商机历史	阶段变化、时间线、推进速度	了解对方决策节奏
公司其他联系人	已对接过的其他人员姓名、职位、角色	可在通话中提及：“我之前和[同事]讨论过...”
评论/活动记录	已记录的通话、邮件、任务或评论	可能包含未纳入商机备注的上下文

B) 触达/序列工具（SmartLead、Instantly、Outreach、Lemlist等）

通过邮箱和姓名搜索，提取以下信息：

检查内容	提取信息	重要性
营销活动参与情况	是否参与过营销活动？哪一个？何时？	已触达过对方，避免假装首次沟通
已发送邮件	发送的邮件主题和正文内容	避免重复或矛盾的话术
对方回复	是否回复？回复内容是什么？完整回复文本	对方的原话是最佳开场：“你之前提到过X...”
线索分类	感兴趣/不感兴趣/外出/退信等	标记为“感兴趣”则明确对方意向
触达触发信号	什么信号触发了此次触达？（招聘、融资、领导层变动）	可提及原始触发信号：“我们最初联系你是因为[信号]...”
序列位置	对方回复了序列中的哪封邮件（或在哪一步停止）？	了解哪些话术有效，哪些无效
使用的邮箱账户	使用了哪个发件邮箱？	明确对方之前对接的是哪个角色

C) 其他交互来源

检查可能存在过往接触的其他渠道：

来源	检查内容
客户备注文件	`clients/<client>/notes.md` — 可能提及过往对话、通话总结或决策
过往内容/输出物	`clients/<client>/content/` — 过往的通话准备、触达草稿或包含该对接人/公司的调研内容
日历	与该对接人/公司的过往会议记录
LinkedIn消息	私信或InMail交流记录（可询问用户是否记得相关内容）
推荐上下文	此次会议的来源？谁推荐的？询问用户
共享Slack/邮件线程	关于该潜在客户的私下沟通记录

D) 整理交互时间线

检查所有来源后，按时间顺序整理所有接触点：

interaction_timeline: [
  { date: "2026-01-15", type: "outreach_sent", detail: "招聘信号营销活动的第1封邮件。主题：'新首席商务官的使命'" },
  { date: "2026-01-18", type: "reply_received", detail: "回复：'有意思，我们下个月聊聊'" },
  { date: "2026-02-01", type: "deal_created", detail: "在Attio中创建商机。阶段：已预约会议。金额：36000美元" },
  { date: "2026-02-10", type: "call_completed", detail: "发现类通话。备注：'对 outbound自动化感兴趣，正在评估Clay'" },
  { date: "2026-02-10", type: "deal_stage_change", detail: "阶段变更为评估中" },
]

该时间线将直接纳入30秒简报和通话策略。如果存在过往交互，通话类型、开场语和发现类问题都会随之变化：

过往交互情况	通话调整策略
无过往交互	纯陌生发现类通话——从头开始资质判断
已发送邮件，无回复	半陌生通话——对方已见过你的名字。提及邮件：“我几周前给你发过关于X的消息...”
已发送邮件，对方积极回复	暖场通话——延续之前的对话，无需重新推销
已发送邮件，对方负面回复	谨慎处理——对方已拒绝过，先了解原因再重新沟通
CRM中有活跃商机	处于跟进周期中——这是跟进通话，不是发现类通话。需阅读所有备注
CRM中有丢单记录	重新触达——提及历史：“我知道我们[月份]聊过，当时时机不成熟...”
同事已对接过	多线程沟通——提及同事：“我一直在和[姓名]合作推进...”

确定通话类型和目标：

通话类型	识别方式	默认目标
陌生发现类	无过往商机，首次会议	资质判断：是否存在痛点？预算？权限？时间线？
暖场发现类	对方积极回复触达邮件	资质判断+建立信任。对方已表现出兴趣，需了解原因
演示类	资质判断后预约的演示	展示价值。将产品与对方具体痛点匹配。确定下一步动作
跟进类	演示后，对方正在评估	处理异议。提供新的证明材料。推进至提案阶段
谈判类	已发送提案，正在讨论条款	促成成交。处理最终异议。对齐时间线和条款
内部支持者通话	对接人是内部支持者，非决策者	赋能支持者。提供内部推销的素材
高管会议	涉及副总裁及以上或C-suite	聚焦战略，而非战术。强调ROI和愿景，而非功能

Output Contract

输出约定

meeting_context: {
  call_type: string
  call_objective: string
  prospect: {
    name: string
    title: string | null
    email: string | null
    linkedin_url: string | null
    company: string
    company_domain: string | null
  }
  prior_interactions: {
    has_prior_contact: boolean           # Critical flag — changes the entire call approach
    interaction_timeline: [              # Chronological list of all touchpoints
      {
        date: string
        type: "outreach_sent" | "reply_received" | "deal_created" | "deal_stage_change" |
              "call_completed" | "note_added" | "linkedin_message" | "referral" | "other"
        source: "crm" | "outreach_tool" | "email" | "linkedin" | "notes" | "calendar" | "other"
        detail: string                   # What happened, in one sentence
      }
    ]
    crm_context: {
      company_record_exists: boolean
      contact_record_exists: boolean
      active_deal: {
        stage: string
        age_days: integer
        amount: number | null
        owner: string | null
        notes: string[]
      } | null
      closed_deals: [ { outcome: "won" | "lost", amount: number, reason: string | null } ]
      other_contacts: [ { name: string, title: string } ]
      comments_and_activities: string[]
    } | null
    outreach_context: {
      campaign_name: string | null
      campaign_status: string | null
      emails_sent: integer
      emails_sent_detail: [ { seq_number: integer, subject: string, date: string } ]
      their_reply: string | null         # Full reply text
      reply_date: string | null
      lead_category: string | null       # Interested, Not Interested, etc.
      trigger_signal: string | null      # What signal sourced the outreach
    } | null
    other_context: {
      client_notes_mentions: string[]    # Relevant mentions from notes.md
      previous_outputs: string[]         # Previous call preps, research, etc.
      referral_source: string | null     # How this meeting came about
    } | null
  }
  additional_attendees: [ { name: string, title: string } ] | null
}

meeting_context: {
  call_type: string
  call_objective: string
  prospect: {
    name: string
    title: string | null
    email: string | null
    linkedin_url: string | null
    company: string
    company_domain: string | null
  }
  prior_interactions: {
    has_prior_contact: boolean           # 关键标识——改变整个通话策略
    interaction_timeline: [              # 按时间顺序排列的所有接触点
      {
        date: string
        type: "outreach_sent" | "reply_received" | "deal_created" | "deal_stage_change" |
              "call_completed" | "note_added" | "linkedin_message" | "referral" | "other"
        source: "crm" | "outreach_tool" | "email" | "linkedin" | "notes" | "calendar" | "other"
        detail: string                   # 事件概述，一句话
      }
    ]
    crm_context: {
      company_record_exists: boolean
      contact_record_exists: boolean
      active_deal: {
        stage: string
        age_days: integer
        amount: number | null
        owner: string | null
        notes: string[]
      } | null
      closed_deals: [ { outcome: "won" | "lost", amount: number, reason: string | null } ]
      other_contacts: [ { name: string, title: string } ]
      comments_and_activities: string[]
    } | null
    outreach_context: {
      campaign_name: string | null
      campaign_status: string | null
      emails_sent: integer
      emails_sent_detail: [ { seq_number: integer, subject: string, date: string } ]
      their_reply: string | null         # 完整回复文本
      reply_date: string | null
      lead_category: string | null       # 感兴趣、不感兴趣等
      trigger_signal: string | null      # 触达的触发信号
    } | null
    other_context: {
      client_notes_mentions: string[]    # notes.md中的相关提及内容
      previous_outputs: string[]         # 过往通话准备、调研等内容
      referral_source: string | null     # 会议来源
    } | null
  }
  additional_attendees: [ { name: string, title: string } ] | null
}

Step 2: Company Deep Dive

步骤2：公司深度调研

Purpose: Research the prospect's company with a sales lens. Not a Wikipedia summary — focus on signals that indicate need, budget, urgency, and competitive landscape.

目的： 从销售视角研究潜在客户的公司。并非维基百科式的总结，而是聚焦于需求、预算、紧迫性和竞争格局的信号。

Input Contract

输入约定

prospect: { company, company_domain, ... }  # From Step 1
your_company: { ... }                        # From config

prospect: { company, company_domain, ... }  # 来自步骤1
your_company: { ... }                        # 来自配置

Process

流程

Research across seven dimensions. Use web search (always available) as the primary tool.

从七个维度展开调研，以网页搜索（始终可用）为主要工具。

A) Company Overview (Quick Context)

A) 公司概述（快速上下文）

What to Find	Where to Look	Why It Matters for the Call
What they do (1-2 sentences)	Website, Crunchbase, LinkedIn	Sets the context for everything else
Industry / vertical	Website	Determines which proof points to use
Company size (employees)	LinkedIn, Crunchbase	Maps to pricing tier and complexity
HQ location	Website	Timezone, regional context
Founded year	Crunchbase	Maturity indicator
Business model (B2B/B2C/marketplace)	Website	Affects how they think about tools

调研内容	渠道	通话相关性
业务范围（1-2句话）	官网、Crunchbase、LinkedIn	为后续调研提供基础上下文
行业/垂直领域	官网	确定使用哪些证明案例
公司规模（员工数）	LinkedIn、Crunchbase	匹配定价层级和复杂度
总部地点	官网	时区、区域上下文参考
成立年份	Crunchbase	成熟度指标
商业模式（B2B/B2C/平台）	官网	影响对方对工具的认知

B) Financial & Growth Signals

B) 财务与增长信号

What to Find	Where to Look	Why It Matters for the Call
Funding history	Crunchbase, web search	Indicates budget availability and growth stage
Last funding date + amount	Crunchbase, press releases	Recent raise = fresh budget, evaluating vendors
Revenue estimate (if public or disclosed)	Press, SEC filings, web search	Budget calibration
Growth trajectory (hiring velocity, office expansion)	LinkedIn, job boards	Growing = buying. Flat/contracting = harder sell.
Recent layoffs	Web search, news	Budget pressure — position as cost-saving, not cost-adding

调研内容	渠道	通话相关性
融资历史	Crunchbase、网页搜索	预算可用性和增长阶段参考
最近一轮融资日期+金额	Crunchbase、新闻稿	近期融资意味着预算充足，正在评估供应商
营收预估（公开或披露的情况）	新闻、SEC文件、网页搜索	预算校准参考
增长轨迹（招聘速度、办公场地扩张）	LinkedIn、招聘网站	增长期=采购需求大；平稳/收缩期=推销难度大
近期裁员	网页搜索、新闻	预算压力——需定位为成本节约工具，而非成本增加项

C) Pain & Need Indicators

C) 痛点与需求指标

What to Find	Where to Look	Why It Matters for the Call
Job postings related to your product's domain	LinkedIn Jobs, Indeed	Hiring for the role = they have the problem you solve
Complaints/challenges on social media	LinkedIn posts, Twitter, Reddit	Direct evidence of pain you can reference
Industry-specific challenges	Industry reports, web search	Common pain points they're likely facing
Recent company news that implies need	Press, blog, LinkedIn	Expansion, new product, compliance change = new needs
Product reviews of their product (if applicable)	G2, Capterra, app stores	Their customers' complaints may point to needs your product addresses

调研内容	渠道	通话相关性
与你产品领域相关的招聘信息	LinkedIn Jobs、Indeed	招聘对应岗位意味着存在你能解决的痛点
社交媒体上的投诉/挑战	LinkedIn帖子、Twitter、Reddit	可直接引用的痛点证据
行业特定挑战	行业报告、网页搜索	对方可能面临的通用痛点
暗示需求的近期公司新闻	新闻、博客、LinkedIn	扩张、新产品、合规变更=新需求
对方产品的用户评价（如适用）	G2、Capterra、应用商店	客户的投诉可能指向你产品能解决的需求

D) Technology & Competitive Stack

D) 技术与竞争产品栈

What to Find	Where to Look	Why It Matters for the Call
Current tools in your category	Job postings (mentioning tools), website source, BuiltWith	Know what you're displacing or complementing
Competitor's product in use?	Web search, job postings, LinkedIn mentions	Prepare competitive positioning
Tech stack (relevant parts)	Job postings, website	Integration opportunities or blockers
Vendor evaluation signals	G2 comparisons, LinkedIn research posts	Actively shopping = high intent

调研内容	渠道	通话相关性
你所在品类的当前在用工具	招聘信息（提及工具）、官网源码、BuiltWith	了解需要替代或补充的工具
是否在使用竞争对手产品？	网页搜索、招聘信息、LinkedIn提及内容	准备竞争定位策略
技术栈（相关部分）	招聘信息、官网	集成机会或障碍
供应商评估信号	G2对比、LinkedIn调研帖子	正在选型=高意向

E) Decision-Making Landscape

E) 决策格局

What to Find	Where to Look	Why It Matters for the Call
Organizational structure	LinkedIn, website team page	Who else is involved in the decision?
Other stakeholders (above/below the prospect)	LinkedIn	Who do they report to? Who reports to them?
Recent leadership changes	LinkedIn, web search	New leader = re-evaluating stack
Company culture signals	Glassdoor, careers page, LinkedIn	Fast-moving vs. bureaucratic affects sales cycle
Procurement style	Company size indicator	SMB = founder decides. Enterprise = procurement process.

调研内容	渠道	通话相关性
组织架构	LinkedIn、官网团队页面	决策涉及哪些人员？
其他利益相关者（对接人的上下级）	LinkedIn	对接人向谁汇报？谁向对接人汇报？
近期领导层变动	LinkedIn、网页搜索	新领导=重新评估产品栈
公司文化信号	Glassdoor、招聘页面、LinkedIn	快节奏vs官僚主义影响销售周期
采购风格	公司规模指标	中小企业=创始人决策；大企业=采购流程决策

F) Relationship Mapping

F) 关系映射

What to Find	Where to Look	Why It Matters for the Call
Mutual connections	LinkedIn	Warm intro potential, reference-ability
Past interactions with your company	CRM, outreach history	Don't repeat what they already know
Customer of a partner?	Partner records	Potential warm angle
In your existing customer's network?	LinkedIn, web search	"Your peer [company] uses us"

调研内容	渠道	通话相关性
共同联系人	LinkedIn	暖场介绍、引用的可能性
与你公司的过往交互	CRM、触达历史	避免重复已知信息
是否是合作伙伴的客户？	合作伙伴记录	潜在暖场角度
是否在现有客户的社交网络中？	LinkedIn、网页搜索	“你的同行[公司]正在使用我们的产品”

G) Recent Company News (Last 90 Days)

G) 近期公司新闻（过去90天）

What to Find	Where to Look	Why It Matters for the Call
Product launches	Blog, press	New products = new ops challenges
Partnerships announced	Press, LinkedIn	New partnerships = integration needs
Awards / recognition	Web search	Compliment material, shows what they're proud of
Controversies / issues	Web search	Landmines to avoid
Earnings / performance	Press, SEC	Business health indicator

调研内容	渠道	通话相关性
产品发布	博客、新闻	新产品=新运营挑战
宣布的合作	新闻、LinkedIn	新合作=集成需求
奖项/认可	网页搜索	赞美素材，展示对方引以为傲的点
争议/问题	网页搜索	需要避免的雷区
收益/业绩	新闻、SEC文件	业务健康指标

Output Contract

输出约定

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
  }
}

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     # 可能的决策者职位
    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[]          # 你司客户中与对方同圈层的公司
    past_interactions: string | null
  }
}

Step 3: Person Deep Dive

步骤3：对接人深度调研

Purpose: Research the specific person on the call. Not just their bio — understand their authority, priorities, communication style, and likely concerns.

目的： 研究通话的具体对接人。不只是个人简介，还要了解其权限、优先级、沟通风格和可能的顾虑。

Input Contract

输入约定

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

prospect: { name, title, email, linkedin_url, company }  # 来自步骤1
company_research: { ... }                                  # 来自步骤2
your_company: { ... }                                      # 来自配置

Process

流程

A) Professional Profile

A) 职业档案

What to Find	Where to Look	Why It Matters
Current title + department	LinkedIn	Authority level, budget ownership
Time in current role	LinkedIn	<6 months = new, evaluating stack. 2+ years = established, harder to displace incumbent
Career trajectory	LinkedIn experience	Moving up fast = ambitious, wants tools to accelerate. Lateral = stable, risk-averse.
Previous companies	LinkedIn	Industry experience, tools they've used before
Education	LinkedIn	Conversation starter, common ground
Skills / endorsements	LinkedIn	Technical vs. business orientation

调研内容	渠道	重要性
当前职位+部门	LinkedIn	权限等级、预算所有权
当前职位任职时长	LinkedIn	任职<6个月=新上任，正在评估产品栈；任职2年以上=稳定，难以替代现有工具
职业轨迹	LinkedIn经历	快速晋升=有野心，需要工具加速成长；平调=稳定，厌恶风险
过往公司	LinkedIn	行业经验、曾使用的工具
教育背景	LinkedIn	话题切入点、共同话题
技能/背书	LinkedIn	技术导向vs业务导向

B) Authority & Buying Power Assessment

B) 权限与购买力评估

Factor	How to Assess	Implication
Title level	VP+ = likely has budget. Director = may have budget. Manager = influencer, not buyer. IC = user/champion.	Determines whether to talk ROI (buyer) or workflow (user)
Department	Does their department buy your product?	If they're in engineering and you sell to sales, they might be evaluating for someone else
Reports to whom	LinkedIn org structure	The person above them is likely the decision maker if they're not
Team size	LinkedIn, company page	Larger team = more at stake, bigger deal potential
Budget indicators	Title + company size + funding	"Does this person plausibly control the budget for our product?"

Authority classification:

Level	Who	How to Sell
Economic buyer	VP+, C-suite, founder	Talk ROI, strategic value, competitive advantage. Don't demo features.
Technical buyer	Director, senior manager, tech lead	Talk capabilities, integrations, implementation. Demo the product.
Champion	Manager, senior IC	Talk workflow improvement, daily life impact. Help them build the internal case.
User	IC, operator	Talk ease of use, time savings, learning curve. Get them excited to use it.
Evaluator	Analyst, consultant	Talk data, comparisons, proof points. Be thorough and transparent.

评估因素	评估方式	影响
职位等级	VP及以上=可能有预算；总监=可能有预算；经理=影响者，非决策者；IC=使用者/支持者	决定沟通重点：ROI（决策者）还是工作流（使用者）
部门	其部门是否会采购你的产品？	如果对方是工程师，而你司产品面向销售，可能是为他人评估
汇报对象	LinkedIn组织架构	如果对方不是决策者，其上级可能是决策者
团队规模	LinkedIn、公司页面	团队规模越大，影响越大，商机潜力越大
预算指标	职位+公司规模+融资情况	“该对接人是否 plausibly 拥有你司产品的预算控制权？”

权限分类：

等级	对接人	销售策略
经济决策者	VP及以上、C-suite、创始人	沟通ROI、战略价值、竞争优势。无需演示功能
技术决策者	总监、高级经理、技术负责人	沟通能力、集成、实施。演示产品
内部支持者	经理、资深IC	沟通工作流改进、日常影响。帮助其构建内部案例
使用者	IC、操作人员	沟通易用性、时间节约、学习曲线。激发使用兴趣
评估者	分析师、顾问	沟通数据、对比、证明点。全面且透明

C) What They Care About

C) 核心关注点

What to Find	Where to Look	Why It Matters
Recent LinkedIn posts	LinkedIn activity	What are they thinking about? What problems are they voicing?
Articles they've shared	LinkedIn shares	What topics interest them?
Comments they've made	LinkedIn engagement	What opinions do they hold?
Conference talks / webinars	Web search, YouTube	What are they publicly expert in?
Published content (blog, podcast)	Web search	Deep insight into their thinking

调研内容	渠道	重要性
近期LinkedIn帖子	LinkedIn动态	对方在思考什么？面临什么问题？
分享的文章	LinkedIn分享内容	感兴趣的话题
发表的评论	LinkedIn互动内容	持有的观点
会议演讲/网络研讨会	网页搜索、YouTube	公开的专业领域
发布的内容（博客、播客）	网页搜索	深入了解对方的想法

D) Communication Style Signals

D) 沟通风格信号

Signal	How to Detect	How to Adapt
Data-driven	Posts include numbers, references studies, shares reports	Lead with metrics and ROI. Bring a business case.
Visionary	Posts about trends, future of industry, big ideas	Lead with vision and strategic impact. Don't get stuck in details.
Operational	Posts about process, efficiency, team management	Lead with workflow improvement and implementation ease.
Skeptical	Posts questioning tools/trends, contrarian takes	Anticipate tough questions. Lead with proof, not claims.
Relationship-oriented	Posts about people, culture, team wins	Spend time on rapport. Don't rush to the pitch.

信号	识别方式	适配策略
数据驱动型	帖子包含数字、引用研究、分享报告	以指标和ROI开场。准备商业案例
愿景型	帖子讨论趋势、行业未来、宏大想法	以愿景和战略影响开场。避免陷入细节
运营型	帖子讨论流程、效率、团队管理	以工作流改进和实施便捷性开场
怀疑型	帖子质疑工具/趋势，持相反观点	提前准备尖锐问题。以证据而非主张开场
关系导向型	帖子关于人员、文化、团队胜利	花时间建立信任。不要急于推销

E) Likely Objections (Predicted)

E) 可能的异议（预测）

Based on their profile, company situation, and your common objections:

Their Situation	Likely Objection	Pre-Load
Using a competitor	"We already have [tool]"	Prepare competitive positioning, switching cost analysis
Recently hired	"I'm still getting up to speed"	Position as "quick win for your first 90 days"
Small team / early stage	"We can't afford this right now"	Prepare ROI framing, start small options
Large enterprise	"Our procurement process takes 6 months"	Prepare for a longer cycle, ask about process early
Technical role	"Does it integrate with [our stack]?"	Prepare integration story
Recently burned by a vendor	"We tried something like this before"	Prepare "what's different" narrative

基于对方档案、公司情况和你司常见异议：

对方情况	可能的异议	预准备方案
使用竞争对手产品	“我们已经在使用[工具]”	准备竞争定位、切换成本分析
新上任	“我还在熟悉情况”	定位为“你上任90天内的快速成果”
小团队/早期阶段	“我们现在买不起”	准备ROI框架、小范围试用选项
大型企业	“我们的采购流程需要6个月”	准备长周期跟进策略，尽早询问流程
技术岗位	“是否能与[我们的技术栈]集成？”	准备集成案例
曾被供应商坑过	“我们之前试过类似的产品”	准备“差异化”叙事

Output Contract

输出约定

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
    }
  ]
}

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                # 关于购买力的一句话评估
  }
  interests_and_priorities: {
    recent_posts_summary: string      # 对方近期发布/分享的内容总结
    key_topics: string[]              # 核心关注主题
    public_opinions: string[]         # 公开表达的立场
    conversation_hooks: string[]      # 通话中可引用的具体内容
  }
  communication_style: {
    primary_style: string             # "数据驱动型"、"愿景型"、"运营型"、"怀疑型"、"关系导向型"
    how_to_adapt: string              # 具体适配指导
  }
  predicted_objections: [
    {
      objection: string
      likelihood: "high" | "medium" | "low"
      reasoning: string               # 预测依据
      prepared_handle: string          # 应对方案
    }
  ]
}

Step 4: Product-to-Prospect Mapping

步骤4：产品与潜在客户匹配

Purpose: This is the core value-add. Map your product's capabilities to this specific prospect's situation. Not generic value props — specific connections based on the research. Pure LLM reasoning.

目的： 这是核心价值所在。将你司产品的能力与该潜在客户的具体情况匹配。不是通用价值主张——基于调研的具体关联。纯LLM推理。

Input Contract

输入约定

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[]
}

company_research: { ... }            # 来自步骤2
person_research: { ... }             # 来自步骤3
meeting_context: { ... }             # 来自步骤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[]
}

Process

流程

A) Value Mapping

A) 价值匹配

For each pain indicator found in Step 2, map to a specific product capability:

Their Pain/Need	Your Product's Answer	Proof Point	How to Say It
[pain from research]	[specific capability]	[customer/metric]	[one sentence pitch]
[another pain]	[another capability]	[proof]	[pitch]

Only include pains where there's a genuine connection. Don't force-fit.

针对步骤2中发现的每个痛点指标，匹配具体的产品能力：

对方痛点/需求	你司产品解决方案	证明案例	沟通话术
[调研发现的痛点]	[具体产品能力]	[客户/指标]	[一句话推销话术]
[另一个痛点]	[另一个产品能力]	[证明案例]	[推销话术]

仅包含存在真实关联的痛点，不要强行匹配。

B) Competitive Positioning (If Relevant)

B) 竞争定位（如适用）

If they're using or evaluating a competitor:

Dimension	Competitor	Your Product	How to Frame
[key differentiator 1]	[their approach]	[your approach]	[framing]
[key differentiator 2]	[their approach]	[your approach]	[framing]

Rules:

Never trash the competitor. Acknowledge what they do well. Differentiate on where you're stronger.
If you don't know the competitor, ask the prospect: "What do you like about [tool]? What's missing?"
Frame as "different approach" not "we're better"

如果对方正在使用或评估竞争对手产品：

维度	竞争对手	你司产品	沟通框架
[核心差异点1]	[对方的做法]	[你司的做法]	[沟通话术]
[核心差异点2]	[对方的做法]	[你司的做法]	[沟通话术]

规则：

不要贬低竞争对手。认可对方的优势。聚焦你司的差异化优势。
如果不了解竞争对手，询问对方：“你喜欢[工具]的哪些点？觉得缺少什么？”
框架为“不同的方法”而非“我们更好”

C) Relevant Proof Points

C) 相关证明案例

Select 2-3 proof points most relevant to THIS prospect:

Proof Point	Why It's Relevant to Them
"[Customer] saw X% improvement"	Same industry / same size / same problem
"[Metric] in [timeframe]"	Matches their pain indicator
"[Company] switched from [competitor]"	They're using the same competitor

Selection criteria: Same industry > same size > same problem > same competitor > general. Always choose the most specific proof point available.

选择2-3个与该潜在客户最相关的证明案例：

证明案例	相关性
“[客户]实现了X%的提升”	同行业/同规模/同痛点
“[时间周期]内达到[指标]”	匹配对方的痛点指标
“[公司]从[竞争对手]切换至我们的产品”	对方正在使用该竞争对手

选择标准： 同行业 > 同规模 > 同痛点 > 同竞争对手 > 通用案例。始终选择最具体的证明案例。

D) Risk Factors & Landmines

D) 风险因素与雷区

Things that could derail the call:

Risk	Source	Mitigation
[risk — e.g., "just signed 2-year contract with competitor"]	[where you found this]	[how to handle]
[risk — e.g., "company culture is anti-vendor"]	[source]	[how to handle]
[risk — e.g., "recent bad press — sensitive topic"]	[source]	[avoid this topic]

可能导致通话失败的因素：

风险	来源	应对方案
[风险——如“刚与竞争对手签订2年合同”]	[发现渠道]	[应对方式]
[风险——如“公司文化排斥外部供应商”]	[来源]	[应对方式]
[风险——如“近期负面新闻——敏感话题”]	[来源]	[避免提及该话题]

Output Contract

输出约定

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 }
  ]
}

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        # 关于竞争应对的一段话指导
  } | null
  relevant_proof_points: [
    { proof: string, why_relevant: string }
  ]
  risk_factors: [
    { risk: string, source: string, mitigation: string }
  ]
}

Step 5: Generate Call Strategy & Brief

步骤5：生成通话策略与简报

Purpose: Synthesize everything into a single pre-call document with: executive brief, call strategy, talk track, discovery questions, and objection prep.

目的： 将所有内容整合为一份售前文档，包含：执行摘要、通话策略、沟通话术、发现类问题和异议准备。

Input Contract

输入约定

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

meeting_context: { ... }              # 来自步骤1
company_research: { ... }            # 来自步骤2
person_research: { ... }             # 来自步骤3
product_mapping: { ... }             # 来自步骤4
your_company: { ... }                # 来自配置

Report Structure

报告结构

undefined

undefined

Sales Call Prep: [Person Name] @ [Company]

销售通话准备：[对接人姓名] @ [公司名称]

Date: [meeting date/time] | Call type: [discovery/demo/follow-up/etc.] Prepared for: [user's name/role]

日期： [会议日期/时间] | 通话类型： [发现类/演示类/跟进类等] 准备对象： [用户姓名/职位]

30-Second Brief

30秒执行摘要

[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]

[4-5个要点。通话前30秒需要了解的所有信息。]

对接人： [姓名]，[职位] @ [公司] — [权限等级]。[任职时长]。
公司业务： [公司]是一家[1句话描述]。[规模、行业、阶段]。
过往交互： [关键信息——“无过往接触”或“我们[日期]给对方发过关于[话题]的邮件，对方回复[摘要]”或“[阶段]活跃商机，始于[日期]”或“[日期]丢单——原因：[原因]”。这一句话会改变整个通话策略。]
会议来源： 会议如何促成——触达回复、 inbound、推荐等。
关键信号： 使此次通话及时的核心因素——融资、招聘、痛点帖子等。
你的切入点： 一句话说明你的产品为何对他们当下重要。

Company Intelligence

公司智能信息

Overview

概述

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

[2-3句话介绍公司业务、市场地位和当前发展轨迹]

Business Context

业务上下文

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]

因素	详情	销售相关性
规模	[员工数]	[定价层级 / 复杂度指标]
融资	[最近一轮融资]	[预算指标]
增长	[信号]	[扩张=采购需求大，收缩=成本控制]
行业	[垂直领域]	[适用的证明案例]

Pain Signals Found

发现的痛点信号

Signal	Source	Connection to Your Product
[pain]	[where you found it]	[how your product addresses this]
[pain]	[source]	[connection]

信号	来源	与你司产品的关联
[痛点]	[发现渠道]	[你司产品的解决方式]
[痛点]	[来源]	[关联点]

Their Current Stack

对方当前产品栈

Category	Tool	Implication
[your category]	[competitor or unknown]	[displacement or greenfield opportunity]
[adjacent]	[tool]	[integration opportunity]

品类	工具	影响
[你司产品品类]	[竞争对手或未知]	[替代机会或全新市场机会]
[相邻品类]	[工具]	[集成机会]

近期新闻

Date	Headline	Relevance
[date]	[news]	[why it matters for this call]

日期	标题	相关性
[日期]	[新闻]	[对此次通话的影响]

Prior Interactions

过往交互记录

[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.]

[如果无过往交互，说明“在CRM、触达工具或其他来源中未发现过往接触记录。这是纯陌生会议。”然后跳过此部分。]

[如果有过往交互，此部分是简报中最重要的内容之一。]

Interaction Timeline

交互时间线

Date	Type	Source	Detail
[date]	[outreach_sent / reply / deal / call / etc.]	[CRM / SmartLead / email / etc.]	[What happened]

日期	类型	来源	详情
[日期]	[触达发送 / 回复 / 商机创建 / 通话等]	[CRM / SmartLead / 邮件等]	事件详情

What They Already Know About You

对方已了解的信息

[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.]

[基于触达和交互记录，总结对方已了解的你司产品/公司信息。避免重复解释对方已知内容。]

What You Already Know About Them

你司已了解的对方信息

[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..."]

[基于回复、通话备注、CRM备注，总结从过往交互中了解到的对方信息。这些是沟通的黄金素材：“上次我们聊的时候，你提到X...”]

How Prior Interactions Should Shape This Call

过往交互对本次通话的影响

[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?'"

[基于历史记录的具体通话调整指导。例如：]

“对方积极回复了招聘信号触达邮件——开场提及：‘你之前提到对[话题]感兴趣，这也是我想和你沟通的原因...’”
“商机已在评估阶段停留18天无进展——这是重新触达通话，不是发现类通话。询问自上次沟通后发生了什么变化。”
“你的同事[姓名]已与对方销售副总裁对接过——提及：“我知道[同事]一直在和[对方副总裁]合作...”
“对方3个月前在营销活动中标记为‘不感兴趣’——提及：“我知道我们之前联系过，当时时机不成熟。现在有什么变化吗？”

Person Intelligence

对接人智能信息

Profile

档案

[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.]

[1-2段介绍对接人——不是简历，而是对方的核心关注点、公开表达的观点、优先级。]

Authority Assessment

权限评估

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

因素	评估结果
权限等级	[经济决策者 / 技术决策者 / 内部支持者 / 使用者]
预算权限	[可能/不可能]
汇报对象	[姓名/职位]
决策流程	[个人 / 委员会 / 采购部门]

Communication Style: [Type]

沟通风格：[类型]

[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."]

[2-3句话说明如何适配对方的沟通风格。例如：“以数据开场——对方经常发布关于指标和ROI的内容。不要花太多时间建立信任。尽快切入数据。”]

Conversation Hooks

沟通切入点

[3-5 specific things you can reference to show you've done your homework]

[Their recent post about X — use as an opener or bridge]
[A project they led at their previous company]
[Something from company news they're likely proud of]
[Mutual connection or shared experience]
[A comment they made about a problem you solve]

[3-5个可引用的具体内容，展示你做了充分调研]

[对方近期关于X的帖子——用作开场或过渡]
[对方在过往公司主导的项目]
[公司新闻中对方可能引以为傲的内容]
[共同联系人或共同经历]
[对方关于你司能解决的痛点的评论]

Call Strategy

通话策略

Objective

目标

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"]

主要目标： [你希望在此次通话中达成的结果——如“资质判断：确认痛点、预算、时间线、权限”] 次要目标： [备选目标——如“如果未通过资质判断，获取正确对接人的推荐”]

Agenda Suggestion

议程建议

[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]

[建议的通话结构。根据通话类型调整。]

阶段	时长	动作
开场	2分钟	[开场方式——信任切入点、议程设定]
发现/上下文	10-15分钟	[关键问题——见下文]
价值/演示	10-15分钟	[展示或讨论的内容——见价值匹配部分]
下一步动作	3-5分钟	[提议的下一步——见下文]

Opening Line

开场话术

"[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?']"

"[建议的开场——引用沟通切入点并自然设定议程。例如：‘感谢抽时间，[姓名]。我看到你关于[话题]的帖子——这也是我想和你沟通的核心原因。我想了解[公司]如何处理[痛点领域]，看看我们的产品是否能提供帮助。可以吗？’]"

Discovery Questions (Prioritized)

发现类问题（优先级排序）

Must-ask (qualify the deal):

[Question that confirms they have the pain your product solves]
[Question about how they're handling it today — incumbent tool or manual process?]
[Question about timeline — are they actively evaluating or just learning?]
[Question about decision process — who else is involved?]
[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]

必问（商机资质判断）：

[确认对方存在你司产品能解决的痛点的问题]
[询问对方当前如何处理该问题——现有工具或手动流程？]
[询问时间线——是否正在评估还是只是了解？]
[询问决策流程——还有哪些人员参与？]
[询问预算——该品类工具的采购方式？]

应问（深化沟通）： 6. [基于调研的公司场景问题] 7. [询问对方未来6-12个月的优先级] 8. [挖掘对方未明确表达的痛点的问题]

可选问（时间允许时）： 9. [询问对方对竞争对手的体验] 10. [询问对方认为成功的结果是什么样的]

Value Points to Make

需传递的价值点

[Ordered by relevance to THIS prospect — not your generic pitch deck]

[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]
[Value point] — [Framing]
- Proof: [Proof]
[Value point] — [Framing]
- Proof: [Proof]

[按与该潜在客户的相关性排序——不是通用的推销话术]

[价值点] — [针对对方场景的沟通框架]
- 证明案例：[相关证明]
- 过渡话术：[从发现类问题自然过渡到该价值点的方式]
[价值点] — [沟通框架]
- 证明案例：[证明]
[价值点] — [沟通框架]
- 证明案例：[证明]

Proposed Next Step

提议的下一步动作

[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?"

[根据通话类型，在通话结束时提议的动作]

通话类型	建议动作
发现类（通过资质判断）	“为你定制一个针对[具体场景]的演示会有帮助吗？我可以在[日期]准备好。”
发现类（未明确资质）	“我整理一份[同行公司]的解决方案文档发给你。[日期]跟进可以吗？”
演示类	“根据我们的讨论，[利益相关者]可能也需要了解这些内容。我们可以安排一次包含他们的跟进会议吗？”
跟进类	“我可以在[日期]前提交提案。需要包含你提到的[具体内容]吗？”
谈判类	“如果我们能在[条款]上达成一致，我们可以在[日期]前让你上线使用。后续的审批流程是怎样的？”

Objection Prep

异议准备

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

[按预测可能性排序的预准备异议应对方案]

[Objection 1 — Highest Likelihood]

[异议1——最高可能性]

They'll say: "[Exact wording of the objection]" Why: [Why we predict this based on research] Handle:

"[Suggested response — acknowledge, reframe, proof point]"

对方可能会说：“[异议的具体表述]” 预测原因： [基于调研的预测依据] 应对话术：

"[建议回复——认可、重构、提供证明案例]"

[Objection 2]

[异议2]

They'll say: "[Objection]" Why: [Reasoning] Handle:

"[Response]"

对方可能会说：“[异议]” 预测原因： [依据] 应对话术：

"[回复]"

[Objection 3]

[异议3]

They'll say: "[Objection]" Why: [Reasoning] Handle:

"[Response]"

对方可能会说：“[异议]” 预测原因： [依据] 应对话术：

"[回复]"

Landmines & Things to Avoid

雷区与避免事项

[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."]

[不要提及的内容及原因——如“不要提及对方近期的裁员。仍属敏感话题。”]
[避免的话题——如“除非对方先提及，否则不要提到竞争对手的名字。”]
[不要做出的假设——如“不要假设对方拥有预算权限——先验证。”]

After the Call

通话后

Notes Template

备注模板

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]

undefined

通话结束后，记录以下内容：

结果： 合格 / 不合格 / 需要跟进
确认的核心痛点： [对方实际提及的痛点]
决策流程： [参与人员、时间线、预算]
已确认的下一步动作： 后续安排
提出的异议： 对方提出的异议及你的应对方式
竞争对手提及： 讨论过的竞争对手
跟进事项： 你承诺发送/完成的内容

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