Great sales calls begin before the meeting.

Steven Werley walks through a fast pre-call workflow that uses AI to assemble a one-page brief so you enter discovery prepared, objection-ready, and set up to secure a clear next step.

Key takeaways

• Gather the essentials fast: invite, email thread, CRM facts, quick AI research.
• Build a one-page brief with persona, pains, outcomes, objections, five discovery questions, binary next step, and proof points.
• Use Steven’s plain-English prompt to generate a printable brief in minutes.
• Label assumptions and avoid invented facts so the brief stays reliable on the call.

Timestamps
00:00 Intro and show format

01:20 Why strong calls start before the call

01:39 Five-step play overview

01:46 Gather inputs, invite and thread and CRM facts and quick AI research

02:13 One-page brief sections, persona and pains and outcomes and likely objections

02:32 Follow the brief on the call and mark assumptions to verify

02:57 AI sidecar overview

03:27 Build the printable one pager in ChatGPT

03:31 The exact prompt to generate the brief

04:30 Guardrails, one page and plain English and assumption labels

05:07 Confirm time zones for the two realistic slots

05:20 Action in five minutes and close