Discovery Framework

Structured discovery call methodology with real-time question suggestions, qualification scoring, and gap analysis. This skill ensures reps uncover the information that actually predicts whether a deal will close — not just surface-level requirements.

When to Use This Skill

Use this skill when the user:

• Is preparing for or running a discovery call and needs contextual next-best-question suggestions
• Wants to score a deal's qualification strength against MEDDIC, BANT, SPIN, or a custom framework
• Needs to identify gaps in their discovery and generate specific questions to fill them
• Wants to create a structured discovery summary from call notes or transcripts
• Is transitioning their team to a new sales methodology and needs question mapping

What This Skill Does

Begin by establishing which qualification framework the user wants to apply. Default to MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) unless the user specifies otherwise. Supported frameworks: MEDDIC, BANT, SPIN, Sandler, and custom criteria.

When generating discovery questions, never produce a flat list of questions to ask in sequence. Discovery is a conversation, not an interrogation. Instead, generate questions in response to what the prospect has already shared. Each question should accomplish one of these goals:

1. Deepen understanding of a stated pain point
2. Quantify the impact of that pain
3. Uncover the decision-making process
4. Identify additional stakeholders
5. Establish urgency and timeline

Track qualification criteria as a scorecard. For each criterion (e.g., "Economic Buyer" in MEDDIC), assign one of three statuses:

• Confirmed: The rep has direct, first-hand evidence
• Assumed: The rep has indirect signals but no confirmation
• Unknown: No information gathered yet

Anti-Pattern: "Check the Box Discovery" Asking "What's your budget?" and accepting "We have budget" as a complete answer is not discovery — it is box-checking. When a prospect gives a surface-level answer, generate follow-up questions that push deeper. "You mentioned you have budget — is that allocated specifically for this initiative, or would it need to come from another line item?" The goal is confirmed understanding, not a filled-in template.

Anti-Pattern: "Skipping Pain Quantification" Uncovering pain without quantifying it produces weak deals. "We lose time on manual data entry" is a pain statement. "We lose 3 hours per rep per week on manual data entry, across 40 reps, costing us roughly $312K annually in lost selling time" is a quantified pain that builds a business case. Always push toward numbers.

When generating a post-discovery summary, structure it as:

• Situation: Current state and context
• Pain points: Specific problems with quantified impact where possible
• Qualification score: Framework scorecard with status for each criterion
• Gaps: What remains unknown and specific questions to ask in the next conversation
• Recommended next steps: Based on what was uncovered

Example Prompts

• "Run a MEDDIC-based discovery for an enterprise prospect evaluating meeting automation"
• "What question should I ask next? The prospect mentioned they lose 3 hours per rep per week on CRM entry"
• "Generate a discovery summary from my call notes and score the qualification"
• "Help me uncover the economic buyer in a deal where I only have a champion"