Discovery Calls

Discovery Calls Skill

When to Use

• New prospects booked from outbound/marketing sequences.
• SDRs/BDRs need a structured first-call script.
• AEs want to validate multi-threaded opportunities quickly.

Framework

1. PREP – Purpose, Research, Evidence, Plan before every call.
2. Call Flow – Rapport & agenda → context → pain/impact → vision → next steps.
3. Question Set – workflow, trigger, stakeholders, success criteria, urgency, budget.
4. Note Capture – log company, initiatives, tools, pain, decision team, timeline, next actions.
5. Qualification Overlay – map answers to MEDDICC/BANT to guide handoff.

Templates

• Question Bank: See references/question_bank.md for persona-specific questions.
• Scorecard: See assets/scorecard.md for MEDDICC/BANT qualification.
• Notes Template:

Company / Persona:
Initiatives:
Current Tools / Process:
Pain / Impact:
Decision Team:
Timeline & Budget:
Next Actions:

• Post-call recap email: (summary → insights → next meeting confirmation).

Tips

• Time-box sections (2/3/8/4/3) to keep 30-min calls crisp.
• Mirror the prospect’s vocabulary from research notes to build rapport fast.
• Always confirm next steps live and send recap within 1 hour.
• Tag recordings with chapters so AEs can jump to pain/impact moments.