Discovery Call Prep

• What they do: [Product/service, customer, business model]
• Size: [Headcount, revenue if public]
• Stage: [Startup / Scaleup / Enterprise]
• Recent news: [Funding, launches, leadership changes — last 90 days]
• Contact background: [Role tenure, previous companies, LinkedIn activity]
• Likely priorities for someone in this role: [Based on title and stage]

Call Hypothesis

Before the call write your best guess:

• Their most likely pain: [What someone in this role at this company probably has]
• Why they would care about us: [Specific connection to your value]
• Biggest risk to the deal: [What might make this not a fit]

Write it down — then test it on the call.

Call Agenda

"Here is what I was thinking for our [X] minutes:

• 2 min: Quick intros
• min: Learn more about your situation
• min: Share how we have helped similar companies
• 5 min: Next steps Does that work? Anything specific you would like to cover?"

Discovery Questions

Open with context (not a pitch):

• "What prompted you to take this call today?"
• "What does [relevant area] look like for you at the moment?"

Go deeper on pain:

• "How long has [problem] been an issue?"
• "What have you tried to solve it?"
• "What is the impact of not solving this?"

Understand buying context:

• "Who else would be involved in a decision like this?"
• "Have you looked at other solutions?"
• "Is there a reason you are exploring this now?"

Qualify on budget:

• "Have you set aside budget for this kind of initiative?"

Close discovery:

• "Based on what you have told me, it sounds like [summary]. Is that right?"

Success Criteria

This call is successful if we leave with:

• Understanding of specific pain and business impact
• Knowledge of buying process and key stakeholders
• A clear agreed next step (demo / proposal / intro)
• Sense of timeline

This call is NOT successful if we only pitched and got "sounds interesting, send me some info."

Suggested Next Step

"Based on what we discussed, the logical next step would be [specific]. Does [day/time] work?"

Example Trigger Phrases

• "Prepare me for a discovery call with [company/contact]"
• "Build a call brief for my meeting with [name] at [company]"
• "What questions should I ask in a discovery call for [use case]?"