Discovery Call Prep

Demo

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---
name: Discovery Call Prep
description: Prepares a rep for a B2B discovery call — company research, hypothesis stack, question plan, and clear call goals. Use before any first or second call with a prospect.
---

# 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. This skill structures that preparation.

## Company and contact research

Before the call, pull these five things: (1) company size, revenue range, and growth trajectory; (2) the contact's role, tenure, and recent activity (posts, interviews, job listings); (3) any visible pain signal — layoffs, reorgs, new product launches, or pricing page changes; (4) the tech stack they advertise or use based on job listings and integrations pages; (5) any existing relationship history in the CRM.

Do not spend more than 20 minutes here. Surface the one or two signals most relevant to the rep's solution.

## Hypothesis stack

Form two to three hypotheses about what the prospect likely cares about, based on the research. Write them as falsifiable statements: 'They are probably struggling with X because Y.' These drive the question plan — each hypothesis gets at least one question designed to confirm or kill it.

A good hypothesis is specific. 'They have pain' is not a hypothesis. 'Their ops team is manually reconciling data because they outgrew their current tool six months ago' is.

## Question plan

Structure questions in three layers: situation (confirm context), problem (surface pain and urgency), and impact (quantify the cost of the status quo). Prioritize problem and impact questions — situation data the rep already knows from research should not burn call time.
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