# Discovery Calls

> Run effective discovery conversations that uncover pain, impact, stakeholders, and fit — before pitching solutions. Use when preparing for or improving qualification and discovery calls with prospects.

- Skill: `itsual/discovery-calls` (Agent Skill)
- Install (CLI): `npx skillmds@latest add itsual/discovery-calls`
- Raw SKILL.md: https://api.skillmd.com/api/skills/itsual/discovery-calls/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Product & Planning
- Author: itsual (https://skillmd.com/u/itsual)
- Updated: 2026-09-21
- Page: https://skillmd.com/skills/itsual/discovery-calls

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# Discovery Calls

## Overview

Discovery is where deals are won or lost early. Strong discovery diagnoses the problem, quantifies impact, maps stakeholders, and tests mutual fit before a demo or proposal.

## When to Use

- First meaningful sales conversations
- Qualification after inbound interest
- Multi-threading into complex accounts
- Coaching reps on call quality

## Core Practices

- Prepare with research on company, role, and likely pains
- Open with context and permission to ask questions
- Explore current state, desired state, and obstacles
- Quantify impact (time, money, risk, opportunity)
- Identify decision process, timeline, and competitors
- Summarize and confirm mutual next steps

## Principles

- Diagnose before you prescribe
- Curiosity beats scripted interrogation
- Silence and follow-ups reveal more than rapid pitching
- Disqualify early when fit is poor — protect time

## Verification

- [ ] Pain, impact, and stakeholders are documented
- [ ] Next steps are mutual and specific
- [ ] Fit (or non-fit) is clear enough to advance or exit