# Discovery Call

> Use when running discovery calls, qualifying opportunities, or applying MEDDIC/SPIN selling frameworks

- Skill: `kienbui1995/discovery-call` (Agent Skill)
- Install (CLI): `npx skillmds@latest add kienbui1995/discovery-call`
- Raw SKILL.md: https://api.skillmd.com/api/skills/kienbui1995/discovery-call/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Product & Planning
- Author: kienbui1995 (https://skillmd.com/u/kienbui1995)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/kienbui1995/discovery-call

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# Discovery Call

## When to Use
When engaging a prospect for the first time to understand if they're a good fit and what they need.

## Core Jobs

### 1. Before the Call
Research:
- Company: size, industry, recent news, funding
- Contact: role, tenure, LinkedIn activity
- Account: have they tried your product? any prior engagement?
Prepare 5 open-ended questions specific to their situation.

### 2. Run the Call (MEDDIC Framework)
**M — Metrics**: What are the business outcomes they want to achieve? (Quantify: "reduce X by Y%")
**E — Economic Buyer**: Who controls the budget? Are you talking to them?
**D — Decision Criteria**: How will they evaluate options? What matters most?
**D — Decision Process**: What steps do they go through to make this decision?
**I — Identify Pain**: What's the problem they're trying to solve? What's the cost of NOT solving it?
**C — Champion**: Is there someone internally who will advocate for you?

### 3. Uncover Pain (SPIN)
- **Situation**: "Tell me about your current [process/tool/team]"
- **Problem**: "What's not working well about that?"
- **Implication**: "What impact does that have on [revenue/team/timeline]?"
- **Need-payoff**: "If you could solve that, what would that mean for you?"

### 4. Qualify or Disqualify
Disqualify early if:
- No budget or budget cycle is 12+ months away
- No economic buyer engagement possible
- Problem doesn't match your solution
- Unrealistic timeline expectations

Not every opportunity is worth pursuing — disqualifying is a good outcome.

## Key Outputs
- Discovery call notes (MEDDIC filled in)
- Qualification score (should we pursue?)
- Next steps agreed and sent via email post-call

## Anti-Patterns
- Presenting features before understanding pain
- Talking more than listening (target: 30% talking, 70% listening)
- Not confirming next steps before hanging up
- Continuing to pursue unqualified opportunities