# Discovery Calls

> Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.

- Skill: `tomevault-io/discovery-calls` (Agent Skill, multi-file: 2 files)
- Install (CLI): `npx skillmds@latest add tomevault-io/discovery-calls`
- Raw SKILL.md: https://api.skillmd.com/api/skills/tomevault-io/discovery-calls/raw
- Safety review: pending (external: skill-scanner PASS, skillspector PASS)
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Product & Planning
- Author: tomevault-io (https://skillmd.com/u/tomevault-io)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/tomevault-io/discovery-calls

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# Discovery Calls Skill

## When to Use
- New prospects booked from outbound/marketing sequences.
- SDRs/BDRs need a structured first-call script.
- AEs want to validate multi-threaded opportunities quickly.

## Framework
1. **PREP** – Purpose, Research, Evidence, Plan before every call.
2. **Call Flow** – Rapport & agenda → context → pain/impact → vision → next steps.
3. **Question Set** – workflow, trigger, stakeholders, success criteria, urgency, budget.
4. **Note Capture** – log company, initiatives, tools, pain, decision team, timeline, next actions.
5. **Qualification Overlay** – map answers to MEDDICC/BANT to guide handoff.

## Templates
- **Question Bank**: See `references/question_bank.md` for persona-specific questions.
- **Scorecard**: See `assets/scorecard.md` for MEDDICC/BANT qualification.
- **Notes Template**:
```
Company / Persona:
Initiatives:
Current Tools / Process:
Pain / Impact:
Decision Team:
Timeline & Budget:
Next Actions:
```
- **Post-call recap email**: (summary → insights → next meeting confirmation).

## Tips
- Time-box sections (2/3/8/4/3) to keep 30-min calls crisp.
- Mirror the prospect’s vocabulary from research notes to build rapport fast.
- Always confirm next steps live and send recap within 1 hour.
- Tag recordings with chapters so AEs can jump to pain/impact moments.

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<!-- tomevault:4.0:skill_md:2026-04-11 -->