Get ready for a first meeting
Ten tabs of research, or one prompt and a brief with sources against each claim.
How it runs
- Step 1 / 4
Get the shape of the company
What they sell, who to, roughly how big, and how they describe themselves right now rather than in an old case study.
What you getAn account brief in cards with sources - Step 2 / 4
Find what changed recently
News, funding, hiring and leadership changes from the last 90 days, which is where the reason for the meeting usually sits.
What you getWhat changed at the account this week - Step 3 / 4
Know who will be in the room
Who owns the problem, who signs, and whether anyone there has spoken to your team before.
What you getThe people involved in the decision - Step 4 / 4
Have the follow-up half written
The note that goes out after the call, drafted from the same research, so it takes a minute rather than an evening.
What you getA drafted follow-up note
Preparing for the call, with and without Unify
Ten tabs and a half-remembered article, or a brief with the source against each line.
| Without Unify |  With Unify |
|---|---|
| Research is ten tabs, and half of it comes from an article written two years ago | What they sell and how they describe themselves now, rather than in an old profile |
| You find out who else is in the room when they join the call | Who owns the problem, who signs, and whether anyone there has spoken to your team |
| Nothing is sourced, so a claim you repeat on the call can quietly be wrong | Every claim carries the source it came from, so you can judge it before repeating it |
| The follow-up gets written from memory that evening, if it gets written | The follow-up is drafted from the same research and takes a minute to send |
Start from this prompt
Make it your own in Unify, then review the results.
Research this account before my call: what they do, recent news, what they are hiring for and who is likely involved in a decision like this.
How it changes by who you sell to
- Software
- Product launches, funding and engineering hiring set the context, and Harmonic and PredictLeads cover all three. Ask for what shipped in the last quarter and what the hiring says about the next one.
- Manufacturing
- Facilities, contracts and capacity are what the room cares about. Ask for new sites, expansions and large contract announcements, and skip the corporate news unless it names a plant.
- Healthcare
- Service lines and system changes matter more than company news. Ask for new facilities, EHR changes and leadership at the system office, and for which department owns a decision like yours.
- Education
- Board minutes and program announcements are public and useful. Ask Exa for the last two board meetings and any new program or campus, and for the fiscal year so the timing is clear.
- Financial services
- Recent regulatory filings are the most useful answer to what changed. Ask for filings and enforcement news in the last six months, and for the risk or compliance owner who will be in the room.
- Retail and e-commerce
- Seasonal plans and store openings are the context for the call. Ask for openings, closures and platform changes, and for how far out peak season is, since that sets their urgency.
Next in outreach and meetings
+1SequencingBuild a multichannel sequence worth answeringEmail, a connection request and a call, spaced so it reads as persistence rather than noise.
+2Call follow-upCreate call tasks for repeat email openersFind people who repeatedly opened without replying, then review who warrants a call.
CallingStart a calling session with your best leadsTwenty leads with a verified number, in the order to call them, each with one line to open on. Start dialing instead of building the list.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
Questions about this workflow
What does the pre-meeting brief cover?
What the company does, recent news from Exa and PredictLeads, funding from Harmonic, open roles from TheirStack, and who is likely involved in a decision like yours.
How long does it take?
A minute or two per account. Run it the morning of the call rather than the week before, so the news is current.
Does it use what is already in my CRM?
Yes. Connect Salesforce or HubSpot and the brief includes past activity, open deals and who on your side has spoken to them.
Can I ask for a specific angle?
Yes. Add what you sell and the objection you expect, and the brief closes with the two points worth raising first.