Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints. This process, of course, is called "discovery."
Be brief, but not generic; you can't differentiate yourself by being generic. If one of your team members has tested the points in advance with someone who will be attending the meeting, you increase the likelihood of a successful meeting. If your team members are strong enough, let them facilitate part of the meeting or presentation. Remember, though, you own that sales opportunity—not your team or your manager or your CEO. Your team's actions should communicate this to the prospect. Even if one