Adam Doumont

Having an agenda is always a good idea for a prospect call, regardless of experience. Not only will it help you establish buy-in early, by involving them in the solutions process, but will keep them from guessing "how long is this going to last..." Having this prep work done in advance is also super helpful when you're nervous for a call, or if you're a forgetful individual. They can help you naturally pivot to a relevant talking point and keep the prospect engaged.

Keep in mind that your prospect is probably used to seeing high-quality visuals from everyone else. If they are C-suite, these visuals come from both internal and external sources. If they're not C-suite, they're probably the ones making the visuals for them... If you come to the prospect with low-quality and not customized visuals, you're definitely sticking out- however, not in a good way.

One thing that I've found helpful is trying to disqualify a prospect while researching, just as much as you're trying to qualify them.... hear me out. When researching a prospect, you want to not only gather information around why they should utilize your services (what would they find most valuable, what related pain points do they currently have, what are the organization objectives, etc.) But also, you want to understand some of the objections ("disqualifying" factors) that may come up during the meeting (are they using a competitor, do they have budget, do they have problems we can actually solve.) Knowing all of this information would help you highly personalize the product demo/trial to their needs and allow them to see value.