Prep for a B2B demo call by checking recent company news, job postings, and tech stack changes to build relevant questions.

• Open the target company's website and scan the 'About' or 'News' section for recent updates.
• Check LinkedIn to see if the company is hiring in relevant departments or if key contacts have recently changed roles.
• Run the domain through a technology lookup tool to check for recent software stack additions or removals.
• Review previous CRM notes and emails from inbound forms to check for prior context.
• Draft three discovery questions in a scratchpad based on the findings.

Jumping between five different tabs and browser extensions right before a call while trying to synthesize disparate information into useful talking points.

1. AI

   1. Gather account signals

   Give AI the target company name and domain, then provide any accessible company news, hiring pages, public role changes, technology lookup results, CRM notes, and prior inbound emails. AI should organize the material by source and date rather than treating every item as verified fact.

2. AI

   2. Extract relevant changes

   Ask AI to identify recent executive hires, department expansions, strategic announcements, hiring patterns, and apparent technology changes. It should flag missing dates, weak evidence, conflicting information, and signals it cannot verify.

3. AI

   3. Connect signals to the account

   Have AI compare the extracted signals with the prospect's role, prior CRM context, and stated needs. The result should distinguish confirmed context from reasonable hypotheses and avoid inferring business priorities solely from a job posting or technology listing.

4. You

   4. Choose the conversation angle

   Decide which one or two signals are relevant enough to use on the call and discard anything outdated, sensitive, weakly supported, or unrelated to the prospect's responsibilities. This choice determines which topics enter the conversation and prevents unverified research from shaping the meeting.

5. AI

   5. Draft discovery questions

   Ask AI to write three concise, open-ended questions tied to the selected signals, with a short note explaining the context behind each question. Require neutral wording that does not reveal private research or present an inference as a fact.

6. You

   6. Finalize the call brief

   Edit the questions for the prospect's role and meeting stage, remove anything that could sound intrusive, and add the source and date for each retained signal. Bring the final brief into the call and use it to guide discovery rather than reading it as a script.