Secret Sauce

The secret sauce to any good salesperson is really the questions that one asks.  Before you go in to a meeting do you have them in your mind?  Did you do your homework?  I used to try to do it on the fly, but that just doesn't work any more.  Clients are as smart as me any more (no comments please :)).  There needs to be a game plan in place.  You can use some standard questions, but it also needs some personalization for each client.  That takes time and effort.  How much work do you do before your meetings?  What do you use (LinkedIn and the like)?