Discovery Sales Expert

Unified discovery and sales execution expert consolidating 38 Questions, CVM White Glove methodology, email patterns, and stage playbooks. Use when: discovery calls, pipeline execution, email drafting, stage transitions Triggers on: "discovery call", "38 questions", "volume commitment", "white glove", "follow-up email", "proposal", "stage transition", "win-back", "implementation", "test-to-ramp", "GRI", "outreach"

majiayu000 fd84e97 2 files · 5.9 KB Updated Sep 9, 2026 567 repo stars

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Discovery/Sales Expert

Unified expert for B2B shipping sales discovery, pipeline execution, and revenue realization.

Quick Reference

Framework	Purpose	When to Use
38 Questions	Discovery structure	Every discovery call
CVM White Glove	Revenue realization	Stages 03-07
YOU vs AI Mapping	Task delegation	Stage transitions
Email Patterns	Communication	Follow-ups, outreach
Practice Gym Rubrics	Self-evaluation	Post-call scoring

Core Philosophy

"White Glove = You Don't Leave" - Sales stays shoulder-to-shoulder through implementation weeks 2-4, where deals "slide into the ditch" if not actively managed.

"AI drafts, YOU decide timing and personal touches." - AI handles research, drafts, templates. Human handles judgment, relationships, sending.

Decision Rules Summary

Stage Transition Rules

IF discovery complete AND all 38Q sections scored → Move to Rate Creation
IF rate card approved AND volume commitment verbal → Move to Proposal
IF proposal sent AND test framework agreed → Move to Setup Docs
IF implementation live AND week 2 performance good → Enforce ramp commitment

Response Selection Rules

IF no response after 3 days → Use 2-sentence soft check-in
IF no response after 7 days → Send unprompted value-add analysis
IF no response after 14 days → Decision point (push/pause/escalate)
IF won deal → Monthly business reviews, quarterly volume audits
IF lost deal → 90-day win-back sequence

White Glove Jump-In Rules

IF contradiction detected → "Let me jump in here to level-set..."
IF volume bait & switch → "Hold on, we agreed to [X]. What's changed?"
IF "start small and ramp" → Address root concern + offer support
IF customer avoiding volume discussion → Red flag, investigate

Reference Files

File	Load When	Contents
`00-decision-rules.md`	Always	IF-THEN rules for all scenarios
`01-38-questions-framework.md`	Discovery calls	Full 38Q with scoring
`02-stage-playbook.md`	Stage transitions	Actions per stage
`03-email-templates.md`	Email drafting	Proven patterns
`04-you-vs-ai-mapping.md`	Task planning	M/AI split by stage
`05-known-failures.md`	Before actions	Mistakes to prevent

Integration Points

Source Skills (Reference, don't duplicate)

.claude/skills/cvm-white-glove-sales-process/ - CVM methodology
.claude/skills/december-pipeline-priming/ - GRI campaign
.claude/skills/ai-native-workflow/ - Swipe files, task mapping
.claude/skills/nate-jones-deliberate-practice/ - Practice rubrics
.claude/brand_scout/ - Research templates

Commands That Trigger This Expert

/brand-scout:scout [Company] - Lead research
/create-followup - Draft follow-up email
/meeting-summary - Post-call recap
/update-deal - Stage transition
/log-activity - Anchor breadcrumb

Stage Overview

Stage	Name	Key Action	Critical Success Factor
01	Discovery Scheduled	Book call	Pre-call Brand Scout complete
02	Discovery Complete	Conduct 38Q call	All 5 sections scored
03	Rate Creation	Lock volume + pricing	Verbal commitment documented
04	Proposal Sent	Present + follow-up	Test framework agreed
05	Setup Docs	Pre-implementation	Alignment email sent
06	Implementation	White Glove execution	On every call, no contradictions
07	Closed Won	Continuous review	Monthly/quarterly audits
08	Closed Lost	Document + task	90-day win-back scheduled

Post-Call Learning Capture

After every discovery call, Claude MUST:

Score against 38Q rubric (5 sections)
Document red flags with mitigation strategies
Identify missed sections for follow-up
Update expertise.yaml if new pattern discovered

Golden Email Rules

Do This	Not This
Specific time slots	"When are you free?"
"I need X to complete Y"	"Just checking in"
2 sentences	2 paragraphs
Post-meeting recap + action	Assume they remember
Easy yes/no question	Open-ended asks

Red Flags to Watch

Vague volume control answers (can't quantify addressable %)
"Let's start small and ramp" without defined timeline
Multiple decision-makers with unclear authority
IT/integration team not involved in discovery
No clear pain point driving change
Customer avoiding volume commitment discussions
Gap between test agreement and actual volume
New stakeholders introducing different expectations

Success Metrics

Metric	Target	Measurement
Discovery → Rate	100%	Every complete discovery moves forward
Test-to-Ramp Conversion	>80%	Successful tests convert to full volume
Volume Variance	<15%	Actual vs committed at 90 days
Win-Back Success	>10%	Closed Lost that re-engage
Email Reply Rate	>30%	Follow-up emails get responses

---name: discovery-sales-expertdescription: Unified discovery and sales execution expert consolidating 38 Questions, CVM White Glove methodology, email patterns, and stage playbooks. Use when: discovery calls, pipeline execution, email drafting, stage transitions Triggers on: "discovery call", "38 questions", "volume commitment", "white glove", "follow-up email", "proposal", "stage transition", "win-back", "implementation", "test-to-ramp", "GRI", "outreach"--- # Discovery/Sales Expert Unified expert for B2B shipping sales discovery, pipeline execution, and revenue realization. ## Quick Reference | Framework | Purpose | When to Use | |-----------|---------|-------------| | 38 Questions | Discovery structure | Every discovery call | | CVM White Glove | Revenue realization | Stages 03-07 | | YOU vs AI Mapping | Task delegation | Stage transitions | | Email Patterns | Communication | Follow-ups, outreach | | Practice Gym Rubrics | Self-evaluation | Post-call scoring | ## Core Philosophy **"White Glove = You Don't Leave"** - Sales stays shoulder-to-shoulder through implementation weeks 2-4, where deals "slide into the ditch" if not actively managed. **"AI drafts, YOU decide timing and personal touches."** - AI handles research, drafts, templates. Human handles judgment, relationships, sending. ## Decision Rules Summary ### Stage Transition Rules ``` IF discovery complete AND all 38Q sections scored → Move to Rate Creation IF rate card approved AND volume commitment verbal → Move to Proposal IF proposal sent AND test framework agreed → Move to Setup Docs IF implementation live AND week 2 performance good → Enforce ramp commitment ``` ### Response Selection Rules ``` IF no response after 3 days → Use 2-sentence soft check-in IF no response after 7 days → Send unprompted value-add analysis IF no response after 14 days → Decision point (push/pause/escalate) IF won deal → Monthly business reviews, quarterly volume audits IF lost deal → 90-day win-back sequence ``` ### White Glove Jump-In Rules ``` IF contradiction detected → "Let me jump in here to level-set..." IF volume bait & switch → "Hold on, we agreed to [X]. What's changed?" IF "start small and ramp" → Address root concern + offer support IF customer avoiding volume discussion → Red flag, investigate ``` ## Reference Files | File | Load When | Contents | |------|-----------|----------| | `00-decision-rules.md` | Always | IF-THEN rules for all scenarios | | `01-38-questions-framework.md` | Discovery calls | Full 38Q with scoring | | `02-stage-playbook.md` | Stage transitions | Actions per stage | | `03-email-templates.md` | Email drafting | Proven patterns | | `04-you-vs-ai-mapping.md` | Task planning | M/AI split by stage | | `05-known-failures.md` | Before actions | Mistakes to prevent | ## Integration Points ### Source Skills (Reference, don't duplicate) - `.claude/skills/cvm-white-glove-sales-process/` - CVM methodology - `.claude/skills/december-pipeline-priming/` - GRI campaign - `.claude/skills/ai-native-workflow/` - Swipe files, task mapping - `.claude/skills/nate-jones-deliberate-practice/` - Practice rubrics - `.claude/brand_scout/` - Research templates ### Commands That Trigger This Expert - `/brand-scout:scout [Company]` - Lead research - `/create-followup` - Draft follow-up email - `/meeting-summary` - Post-call recap - `/update-deal` - Stage transition - `/log-activity` - Anchor breadcrumb ## Stage Overview | Stage | Name | Key Action | Critical Success Factor | |-------|------|------------|------------------------| | 01 | Discovery Scheduled | Book call | Pre-call Brand Scout complete | | 02 | Discovery Complete | Conduct 38Q call | All 5 sections scored | | 03 | Rate Creation | Lock volume + pricing | Verbal commitment documented | | 04 | Proposal Sent | Present + follow-up | Test framework agreed | | 05 | Setup Docs | Pre-implementation | Alignment email sent | | 06 | Implementation | White Glove execution | On every call, no contradictions | | 07 | Closed Won | Continuous review | Monthly/quarterly audits | | 08 | Closed Lost | Document + task | 90-day win-back scheduled | ## Post-Call Learning Capture After every discovery call, Claude MUST: 1. Score against 38Q rubric (5 sections) 2. Document red flags with mitigation strategies 3. Identify missed sections for follow-up 4. Update expertise.yaml if new pattern discovered ## Golden Email Rules | Do This | Not This | |---------|----------| | Specific time slots | "When are you free?" | | "I need X to complete Y" | "Just checking in" | | 2 sentences | 2 paragraphs | | Post-meeting recap + action | Assume they remember | | Easy yes/no question | Open-ended asks | ## Red Flags to Watch - Vague volume control answers (can't quantify addressable %) - "Let's start small and ramp" without defined timeline - Multiple decision-makers with unclear authority - IT/integration team not involved in discovery - No clear pain point driving change - Customer avoiding volume commitment discussions - Gap between test agreement and actual volume - New stakeholders introducing different expectations ## Success Metrics | Metric | Target | Measurement | |--------|--------|-------------| | Discovery → Rate | 100% | Every complete discovery moves forward | | Test-to-Ramp Conversion | >80% | Successful tests convert to full volume | | Volume Variance | <15% | Actual vs committed at 90 days | | Win-Back Success | >10% | Closed Lost that re-engage | | Email Reply Rate | >30% | Follow-up emails get responses |

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