Best for
- AEs preparing for discovery, demo, or follow-up calls
- SDRs handing off qualified meetings to account executives
- Founders running sales calls without a dedicated sales ops team
Convert CRM notes, participant research, company signals, and prior conversations into a concise call plan with hypotheses, discovery questions, and risk flags.
A CRM-ready pre-call intelligence pack with account context, participant notes, discovery hypotheses, questions, risks, and a post-call capture template.
Quick view
Check the audience, core tools, and access before you start the detailed steps.
Best for
Core tools
6 tools used across the workflow.
Access
Preview the open steps, then unlock the remaining implementation details and prompts.
Why this works
Good sales calls usually start before the meeting. Reps ask better questions when they enter with account hypotheses, stakeholder context, and clear risks to validate. This workflow reduces prep time while making the prep more consistent, which is especially useful when reps have back-to-back calls.
Expected results
Prep time
10-20 minutes per meeting
The workflow compresses CRM review, account research, participant enrichment, and call-plan drafting into a repeatable process.
Call quality
Hypothesis-led discovery
The rep enters with clear assumptions to validate, which usually creates better questions than generic discovery checklists.
CRM quality
Cleaner pre-call and post-call notes
Preparing the capture template before the call makes the post-call CRM update more structured and less dependent on rep memory.
Manager coaching
Easier call review
Managers can compare pre-call hypothesis, actual transcript, and next-step quality to coach more specifically.
Step-by-step workflow
The first 2 steps are open. Pro unlocks the remaining steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and implementation details.
10-15 min
10-15 min
Start in HubSpot and capture the meeting type, source, attendees, account, deal stage, previous touchpoints, last email thread summary, known pain, and any SDR handoff notes. If this is not the first call, pull prior notes or transcript summaries from Fathom. The goal is to avoid asking questions the buyer has already answered. Work from the live CRM record and capture account, stakeholder, signal, proof asset, next action, and owner so the artifact reflects the actual account or opportunity, not a generic template. Make the decision explicit and leave enough context that another marketer or seller could continue the work without re-reading every source.
A clean source packet with meeting context, CRM notes, and prior conversation history.
Handoff notes should include uncertainty, not just qualification. The most useful prep often starts with 'we think this is the pain, but we have not validated it yet.'
15-20 min
15-20 min
Work in Clay to enrich the company and meeting attendees with role, department, LinkedIn profile, company size, industry, tech stack, hiring signals, and recent activity. Use Perplexity for quick account research: recent news, product launches, expansion, regulatory issues, funding, or leadership changes. Keep the research concise enough to be read before a call. Paste the relevant source material into Clay with labels for account, stakeholder, signal, proof asset, next action, and owner, then ask for structured output instead of a polished final draft on the first pass. Write the first version for usefulness, then tighten the language so it sounds like a practitioner speaking to a real buyer rather than a generated marketing block.
A compact account and participant research summary.
Do not over-research the company at the expense of the person. A meeting with a VP Ops and a meeting with a RevOps Manager at the same account need different prep.
Pro workflow preview
Previewing 2 of 8 steps
Get the remaining 6 steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and ongoing workflow and prompt releases.
$9/month
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