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.