SKILL

Discovery Calls

Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.

Published by @gtmagents·from gtmagents/gtm-agents·0 agent reads / 30d·0 saves·

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.

Bundled with this artifact

2 files

Reference files that ship alongside this artifact. Agents pull these in only when the task needs them.

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