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discovery-calls skill

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/plugins/sales-prospecting/skills/discovery-calls

This skill guides discovery calls from prep to recap, helping you uncover pain, timeline, and buying roles efficiently.

npx playbooks add skill gtmagents/gtm-agents --skill discovery-calls

Review the files below or copy the command above to add this skill to your agents.

Files (3)

SKILL.md

1.5 KB

---
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.

Overview

This skill helps sales teams plan, run, and summarize discovery calls to reliably uncover customer pain, timeline, and decision authority. It provides a repeatable framework, a question set, and note templates to capture qualification signals. Use it to shorten ramp time for SDRs/BDRs, improve AE handoffs, and increase predictability in pipeline qualification.

How this skill works

Before each call, follow the PREP checklist: Purpose, Research, Evidence, Plan. During the call, use a structured flow—rapport and agenda, context, pain and impact, vision, and next steps—and apply the question bank to map answers to qualification overlays like MEDDICC or BANT. Capture notes with a standard template and produce a concise post-call recap that confirms commitments and next actions.

When to use it

First call with a new prospect from outbound or marketing campaigns
When SDRs/BDRs need a repeatable, coachable first-call script
When AEs need to validate multi-threaded opportunities quickly
To standardize qualification criteria across a revenue team
When preparing handoffs between SDRs and AEs or CS

Best practices

Time-box call sections (example: 2/3/8/4/3 minutes) to keep 30-minute calls focused
Mirror the prospect’s vocabulary from research to build rapport quickly
Always confirm next steps live and send a recap within one hour
Use a simple scorecard to map answers to MEDDICC/BANT for consistent handoffs
Tag recordings with chapters for easy review of pain and decision moments

Example use cases

SDR prepares a discovery script and research summary before a booked intro meeting
AE runs a 30-minute qualification call to confirm timeline, budget, and stakeholders
Manager audits discovery notes and scorecards to coach reps on questioning
Customer Success conducts a renewal discovery to uncover expansion opportunities
RevOps standardizes note fields and recap templates across the CRM

FAQ

How long should a discovery call be?

Aim for 30 minutes and time-box sections to keep the conversation focused and efficient.

What are the must-capture fields in notes?

Capture company/persona, initiatives, current tools/process, pain/impact, decision team, timeline & budget, and next actions.