Adobe Creative Cloud sales guide

Prepare to engage

The best predictor of a meeting’s success is the planning that goes into the meeting beforehand. Be just as thoughtful preparing for a meeting with an existing customer as you are when preparing to wow a prospect for the first time.

Creative Cloud sales guide overview  >  Prepare to engage

Define your purpose and desired outcome


Top account managers are viewed as experts in their area and are expected to have a certain degree of confidence. Thorough preparation is one of the best ways to build this confidence. A key piece of pre-call planning is defining a successful call from the client’s point of view as well as your own. While calls do not always go as planned, you are more likely to have the conversation you would like to have if you have clearly defined your goals before you start.

Use the Prepare worksheet to create an agenda for your discovery call, list your discovery questions, capture customer challenges, and get ready to recommend a solution.

Purpose (client-focused) 

“Why am I making this call? What is the benefit to the client?”

Desired outcome (Adobe-focused)

“What does success look like at the end of this meeting?”

Other to-dos 

  • Identify personas that will be in the room and determine how to build a rapport with each one.
  • Engage your audience in advance to agree on purpose/agenda.

Learn about target personas for Creative Cloud >

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  • Prepare worksheet
    FOR INTERNAL
    FOR PARTNERS

  • Use this worksheet to support discovery of customer pain points and objectives and to prepare a well-researched Why Change, Why Now, Why Adobe pitch that's tailored to your customer's needs. Use this version for all Adobe solutions except Acrobat Sign.

  • pdf   0.04 MB   Last updated: 12/10/2021