Individual skill
discovery-call-prep
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.
skills/discovery-call-prep/SKILL.md
Source commit 97a13607d669157a4a16d5ba79b77f208319f7b9
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- Instructions only
- Last checked
- Nov 6, 2026
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- Repository last updated
- Oct 13, 2026
- License
- MIT
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- claude Repository topic
- claude-skills Repository topic
- skill-me Repository topic
- sales Derived category
- research Derived category
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SKILL.mdcore · 7,960 bytes
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# 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.