Databook can help you discover executives' competitive context, financial pains, and C-level priorities. You can also find what executives are saying about how they want to tackle those issues.

You can start by clicking HERE to log into Databook. Once there, search for the account you’re meeting with by using the search bar.

Select the account you’re researching, then click on Strengths and Weaknesses to see where they need to improve performance versus their peers. Note: These opportunity areas can change on a monthly basis or even more frequently, and staying on top of recent developments will help you build credibility and ensure your conversation is relevant to stakeholder interests.

With these management pain points, you can build a storyline for your meeting. You’ll want some quotes from their own executives affirming the need for a solution like yours. Navigate to the Management Intent tab, and click on “Transcripts” to limit your search results to what executives are mentioning in their most recent meetings.

For Nike, I want to focus on revenue growth, which I know is top of mind for executives. If I search for “revenue growth,” I’ll see what executives have mentioned recently, including a focus on product innovation, consumer connections, and best-in-class digital consumer experiences.

It’s also helpful to include quotes from the specific executive you’re meeting with. If I’m meeting with Nike’s CEO, I can search for “Donahoe” to see where he’s spoken in recent months, so I have topics to discuss with him when we meet.