When calling on high-level decision makers, I use an email, sent to me as a vendor from the CEO I had scheduled a meeting with, as my preparation guide. The letter defined his agenda: (1) tangible results, (2) present your proposal/presentation in 30 minutes or less, (3) show me how I can increase cash flow, sales and profits and decrease costs, responsibility, time and labor, and (4) speak in terms of how your solution can increase sales/decrease costs in dollars, percentages or risk.

Any salesperson prepared to answer those questions was welcomed and gained his trust as someone he would do business with.
While not all decision makers are that forthcoming, it is a checklist to remind me how important it is to understand and align to the buyer's agenda.
This article introduces key elements to research before a sales call. Add your sincerity, competency and ultimate trustworthiness empowers you to drive meetings to tangible next steps toward a sales. Information is power!