Initial commit

skills/discovery-calls/SKILL.md

@@ -0,0 +1,40 @@
+---
+name: discovery-calls
+description: Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.
+---
+
+# 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.
+