Discovery Calls

---
name: discovery-calls
description: >-
  Plans and checks sales discovery calls: call plan, persona question bank, notes template, and a
  red/yellow/green MEDDICC or BANT coverage scorecard with the next question for each gap. Use
  when preparing a first call, summarizing call notes, checking MEDDIC on a deal, or asking if a
  deal is qualified. Not for grading a call transcript against a coaching scorecard (use call-
  scorecards).
---

# 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).

## MEDDICC Coverage Check

Folded in from the retired meddic-checklist skill. After every major call, update `assets/scorecard.md` for the opportunity:

- **Metrics:** current and target KPIs, quantified business outcome.
- **Economic buyer:** who owns budget, their influence, and the access plan if you haven't met them.
- **Decision criteria:** technical, commercial and security requirements.
- **Decision process:** steps, stakeholders, procurement and legal milestones, dates.
- **Identify pain / Implications:** the pain, its urgency, and the cost of doing nothing.
- **Champion:** strength, influence, and what you will do to reinforce them.
- **Competition:** who else they are evaluating, including doing nothing.

Mark each element captured (green), partial (yellow) or missing (red), keep the colour rules consistent across reps, and tie every yellow or red to a specific question or next step for the following call.

## Tips
- Time-box sections (2/3/8/4/3 minutes = 20 minutes), reserving 10 minutes for buyer questions and buffer in a 30-minute call.
- 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.