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Call Types Guide · Call Prep · anthropics/knowledge-work-plugins · Skills Docs
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Validate Data
Tech Debt
62
Recruiting Pipeline
71
Vendor Check
125
Zoom Meeting SDK Web
88
Vendor Review
181
Create An Asset
Video Sdk/web
If the user doesn’t specify, infer from context: trial + early signals = Discovery/Demo; active CRM opportunity = Demo/Evaluation/Negotiation; existing customer + renewal date = Renewal/QBR; expansion signals = Expansion; support tickets + declining usage = Save call.
Goal: Understand the prospect’s pain, context, and fit.
Identify what signals triggered the meeting and prepare open-ended questions tied to those signals
Form a hypothesis about their primary use case from Spark persona and activity data
Talking point structure: Signal -> question -> how you might help Goal: Show the product in context of their specific needs.
Note which features they’ve already explored and competitors in their stack
Identify audience (technical evaluator vs economic buyer) and match depth accordingly
Highlight 1-2 features based on their known activity
Goal: Identify and close upsell/cross-sell or seat expansion.
Identify product areas with highest recent adoption and emerging teams/use cases
Lead with usage data demonstrating value already delivered
Present expansion as a natural next step tied to their business outcomes
Goal: Secure renewal; address any risk.
Check engagement trend, open support tickets, and champion status
Quantify value delivered (usage stats, outcomes) as renewal justification
Address risk signals directly and proactively — have a retention offer ready if needed
Goal: Review progress, align on strategy, deepen executive relationship.
Analyze 90-day signal trends and breadth of adoption across teams
Lead with business outcomes, not feature usage — surface 1-2 surprising stats
Come with a forward-looking agenda and next quarter goals
Goal: Understand and reverse negative trajectory.
Identify specific decline signals (what dropped and when) and check for unresolved tickets
Acknowledge the signals without being defensive — ask questions before presenting solutions
Have a concrete action plan ready
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