41 lines
1.5 KiB
Markdown
41 lines
1.5 KiB
Markdown
---
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name: discovery-calls
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description: Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.
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---
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# Discovery Calls Skill
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## When to Use
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- New prospects booked from outbound/marketing sequences.
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- SDRs/BDRs need a structured first-call script.
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- AEs want to validate multi-threaded opportunities quickly.
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## Framework
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1. **PREP** – Purpose, Research, Evidence, Plan before every call.
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2. **Call Flow** – Rapport & agenda → context → pain/impact → vision → next steps.
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3. **Question Set** – workflow, trigger, stakeholders, success criteria, urgency, budget.
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4. **Note Capture** – log company, initiatives, tools, pain, decision team, timeline, next actions.
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5. **Qualification Overlay** – map answers to MEDDICC/BANT to guide handoff.
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## Templates
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- **Question Bank**: See `references/question_bank.md` for persona-specific questions.
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- **Scorecard**: See `assets/scorecard.md` for MEDDICC/BANT qualification.
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- **Notes Template**:
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```
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Company / Persona:
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Initiatives:
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Current Tools / Process:
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Pain / Impact:
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Decision Team:
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Timeline & Budget:
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Next Actions:
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```
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- **Post-call recap email**: (summary → insights → next meeting confirmation).
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## Tips
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- Time-box sections (2/3/8/4/3) to keep 30-min calls crisp.
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- Mirror the prospect’s vocabulary from research notes to build rapport fast.
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- Always confirm next steps live and send recap within 1 hour.
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- Tag recordings with chapters so AEs can jump to pain/impact moments.
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