Meeting Prep

A booked meeting is the scarcest thing in your week — walk in knowing more than the prospect expects. Input: company/contact and meeting time. Two versions on offer: the full prep (night before, ~5 min read) and the 2-minute card (say "quick prep" — just the top block of the output).

Before you prep

Read ${CLAUDE_PLUGIN_ROOT}/references/icp.md, references/messaging.md, and references/guardrails.md if not already in context. Check the working folder for an existing account brief on this company and learnings.md — don't redo research that exists; refresh it.

Step 1 — How did this meeting happen? (HubSpot)

Pull the contact + company record: which sequence/touch or inbound event created the meeting, every prior email/call/note on the thread, and any other prior contact history at the account (a colleague who ghosted us two years ago is context you need before it comes up). What got them to say yes is the single most important prep fact — the meeting should start from that thread, not from zero.

Step 2 — What changed? (Exa, 2-4 searches max)

If an account brief exists, search only the delta since its date: news, funding, launches, new job posts, anything on the person themselves (recent post, talk, promotion). No brief → run a compressed version of the account-brief research pass. Anything tied to the pain your product solves is the headline.

Step 3 — Build the plan

• Persona read — Champion/Practitioner/Economic Buyer, with the evidence, and the matching language register (hands-on evaluator / program owner / exec who signs). If two attendees span personas, note who gets which message.
• Meeting goal — one sentence, concrete. Default for a first call: qualify against the rubric and land the next step (AE meeting, or — for Champion types who evaluate by using — "start the trial together on this call" can BE the close, if your product has a trial; otherwise the next meeting).
• Discovery questions (5, ordered) — tailored to their trigger, not generic BANT. Each question should make the prospect articulate the pain in their own numbers (see the persona pain quotes in the ICP reference — e.g. a question that surfaces where the pain shows up in their current tooling beats "what are your challenges?"). Pull from persona pain quotes in the ICP reference.
• Likely objections (top 3) — predicted from their stack/situation, each with the approved 2-sentence response from messaging/handle-reply's map. If learnings.md shows a hot objection this month, include it regardless.
• Landmines — known product gaps (keep an honest short list — see guardrails), pricing specifics (shape only, detail goes to the AE), anything from the watch-outs in the brief.

Output format

# Meeting prep: [Contact, Title] @ [Company] · [date/time]

## The 2-minute card
- **How we got here:** [touch/thread that booked it — quote the line they replied to]
- **Who they are:** [persona + one sentence]
- **Goal:** [the one next step to land]
- **Open with:** [first 2 sentences, in your voice]
- **One thing that changed:** [freshest relevant fact + source]

## Full prep
### Account context          [snapshot + score, refreshed]
### History with us          [every prior touch, incl. other contacts]
### Discovery questions      [5, ordered, with why-this-question notes]
### Objection prep           [objection → approved response]
### Landmines                [don't-say list]
### After the call           → run `post-call` while it's fresh (guardrail #5 — the log is not optional)

If HubSpot shows an open deal already on this account owned by someone else — stop and flag it (guardrail #1 applies even to booked meetings; coordinate with the owner before the call, don't cancel unilaterally).