Discovery Call Prep

---
name: Discovery Call Prep
description: Prepares a rep for a B2B discovery call - targeted company research, a falsifiable hypothesis stack, a layered question plan with MEDDICC and SPICED coverage, and explicit call goals, delivered as a filled prep sheet. Use when someone asks "help me prep for a discovery call", "what should I ask this prospect tomorrow", "build a question plan for my first call with this account", or before any first or second call with a prospect. Do NOT use for scripting the pitch and close of an already-qualified deal - use closer-sales-script instead. Do NOT use for building the outbound sequence that books the call - use outreach-sequence-designer instead.
---

# Discovery Call Prep

A discovery call only earns the next step if the rep walks in with sharp hypotheses and leaves with the information needed to qualify and tailor the pitch. The costly failure this skill prevents is the "friendly call that goes nowhere": forty-five pleasant minutes, no pain quantified, no decision process mapped, no next step on the calendar - a slot burned and a deal that silently dies.

## Operating procedure

Follow the steps in order. Research must precede hypotheses (hypotheses come from signals, not imagination), and hypotheses must precede the question plan (each question exists to confirm or kill a hypothesis).

### Step 1: Gather inputs

Collect from the rep before doing anything else. Where an input is missing, use the default and label it a guess.

1. Prospect company name and the contact(s) on the call, with titles.
2. Call number (first or second) and how the meeting was sourced (inbound, outbound, referral) - inbound calls start with more permission to go deep.
3. The rep's product and the one or two problems it most credibly solves.
4. Any CRM history with the account. Default: none.
5. Call length. Default: 30 minutes.

### Step 2: Research the company and contact (20-minute cap)
… load the full skill through Skill Me