Navinspire-ia Discovery Call Assistant
Overview
Discovery quality determines everything downstream: qualification accuracy, proposal relevance, close rate. Prepare hard, listen more than pitch, capture verbatim.
Pre-call prep (the brief)
account-researchsheet: company, news, tech, likely pains- Call goal: what must be true after 30 minutes to advance the deal?
- Question set (pick 8-10, ordered):
| Theme | Example questions |
|---|---|
| Trigger | "Qu'est-ce qui fait que vous regardez ça maintenant ?" |
| Pain & cost | "Que se passe-t-il si rien ne change ?" - chiffrer |
| Current state | "Comment faites-vous aujourd'hui ? Qu'est-ce qui coince ?" |
| Decision | "Qui d'autre est impliqué ? Comment se décide un projet comme ça chez vous ?" |
| Budget/timing | "Une enveloppe est-elle définie ? Quelle échéance ?" |
| Success | "À quoi ressemble une réussite dans 6 mois ?" |
Post-call summary (within 2 hours)
## Discovery - <company> <date>
- Participants & roles
- Pain (their words, verbatim quotes)
- Cost of the problem: ...
- Decision process & players
- Budget/timing signals
- BANT-F scores → `lead-qualification`
- Objections heard
- Agreed next step + date
- Follow-up email draft (→ `meeting-followup`)
Store in sales/accounts/<company>/; sync to CRM (crm-update-agent).
Rules
- 70/30 listening ratio: the question list is a map, not a script.
- Never leave a call without a dated next step agreed aloud.
- Verbatim beats paraphrase - proposals reuse their exact words.