Sales Discovery Call Framework

🎯 **OBJECTIVE**
Develop a structured discovery call framework for {{company_name}} sales team to qualify {{target_personas}}, uncover {{pain_points}}, and advance {{average_deal_size}} opportunities through the {{sales_cycle_length}} sales cycle.

📊 **YOUR BUSINESS CONTEXT**
• Company: {{company_name}} in {{industry}}
• Product: {{product_description}}
• Target Personas: {{target_personas}}
• Value Props: {{value_propositions}}
• Pain Points: {{pain_points}}
• Avg Deal Size: {{average_deal_size}}
• Sales Cycle: {{sales_cycle_length}}

💡 **KNOWLEDGE BASE INPUTS**
{{knowledge_base}}

⚙️ **COMPREHENSIVE OUTPUT**

**SECTION 1: PRE-CALL PREPARATION**
Research checklist before every call:
• Company background and recent news
• Prospect's role and responsibilities
• Technology stack and current solutions
• Potential fit for {{value_propositions}}
• LinkedIn profile insights
• Mutual connections or referrals

**SECTION 2: DISCOVERY CALL STRUCTURE**
45-60 minute framework:
• **Opening (5 min):** Build rapport, set agenda, get permission to ask questions
• **Current State (15 min):** Understand their process, tools, and team
• **Pain Point Discovery (20 min):** Deep dive into {{pain_points}} and impact
• **Vision/Goals (10 min):** Where they want to be, alignment to {{key_goals}}
• **Solution Alignment (5 min):** Brief overview of how {{product_description}} helps
• **Next Steps (5 min):** Commitment to demo/proposal, timeline, buying process

**SECTION 3: QUALIFICATION QUESTIONS**
Use MEDDIC or BANT framework:

**MEDDIC:**
• **Metrics:** "What metrics are you trying to improve?"
• **Economic Buyer:** "Who owns the budget for this initiative?"
• **Decision Criteria:** "How will you evaluate solutions?"
• **Decision Process:** "Walk me through your buying process"
• **Identify Pain:** "What's the business impact of {{pain_points}}?"
• **Champion:** "Who internally champions this project?"

**BANT:**
• **Budget:** Align to {{average_deal_size}} expectations
• **Authority:** Map buying committee
• **Need:** Validate {{pain_points}} severity
• **Timeline:** Urgency and implementation timing

**SECTION 4: PAIN POINT DEEP DIVE**
For each {{pain_points}}, explore:
• "Tell me more about [pain point]..."
• "How does this impact your team/revenue/growth?"
• "What have you tried to solve this?"
• "What happens if this isn't solved in the next 6 months?"
• "How much is this costing you (time/money/opportunity)?"

🎯 **DELIVERABLES**
✅ Discovery call script and structure
✅ Qualification question bank (MEDDIC/BANT)
✅ Pain point exploration framework
✅ Objection handling guide
✅ Call recording analysis template
✅ CRM documentation checklist