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

• PREP – Purpose, Research, Evidence, Plan before every call.

• Call Flow – Rapport & agenda → context → pain/impact → vision → next steps.

• Question Set – workflow, trigger, stakeholders, success criteria, urgency, budget.

• Note Capture – log company, initiatives, tools, pain, decision team, timeline, next actions.

• 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.