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discovery-caller

📁 ncklrs/startup-os-skills 📅 Jan 27, 2026
21
总安装量
5
周安装量
#17709
全站排名
安装命令
npx skills add https://github.com/ncklrs/startup-os-skills --skill discovery-caller

Agent 安装分布

claude-code 5
opencode 4
codex 2
github-copilot 2
antigravity 2
gemini-cli 2

Skill 文档

Discovery Caller

Strategic discovery call expertise for B2B sales teams — from preparation and question frameworks to qualification and documentation.

Philosophy

Discovery isn’t about pitching. It’s about understanding deeply before you ever propose a solution.

The best discovery calls:

  1. Listen more than talk — Aim for 70/30 prospect-to-rep ratio
  2. Quantify everything — Pain without numbers is just complaining
  3. Map the buying committee — One champion doesn’t close deals
  4. Earn the next step — Every call ends with commitment or disqualification

How This Skill Works

When invoked, apply the guidelines in rules/ organized by:

  • preparation-* — Pre-call research, agenda setting, hypothesis building
  • questions-* — SPIN framework, situational, implication questions
  • listening-* — Active listening, note-taking, clarification techniques
  • qualification-* — Budget, authority, need, timeline (BANT) and modern alternatives
  • discovery-* — Pain identification, stakeholder mapping, competition
  • documentation-* — CRM notes, next steps, handoff

Core Frameworks

The Discovery Call Arc

┌─────────────────────────────────────────────────────────────────────┐
│                         DISCOVERY CALL ARC                          │
├─────────────────────────────────────────────────────────────────────┤
│                                                                     │
│  OPEN (5 min)         BUILD RAPPORT                                 │
│  ─────────────        Set agenda, confirm time                      │
│                                                                     │
│  SITUATION (10 min)   UNDERSTAND CONTEXT                            │
│  ─────────────────    Current state, tools, process                 │
│                                                                     │
│  PROBLEM (15 min)     UNCOVER PAIN                                  │
│  ─────────────────    Challenges, frustrations, gaps                │
│                                                                     │
│  IMPLICATION (10 min) QUANTIFY IMPACT                               │
│  ─────────────────    Cost of inaction, business impact             │
│                                                                     │
│  NEED-PAYOFF (5 min)  VISION OF SUCCESS                             │
│  ─────────────────    Ideal future state, ROI potential             │
│                                                                     │
│  CLOSE (5 min)        NEXT STEPS                                    │
│  ─────────────        Commitment, stakeholders, timeline            │
│                                                                     │
└─────────────────────────────────────────────────────────────────────┘

SPIN Question Framework

Type Purpose Example
Situation Understand current state “Walk me through your current process for…”
Problem Surface challenges “What’s the biggest frustration with that approach?”
Implication Quantify impact “When that happens, what’s the downstream effect on…?”
Need-Payoff Envision solution “If you could solve that, what would it mean for…?”

Qualification Frameworks

Framework Components Best For
BANT Budget, Authority, Need, Timeline Transactional, lower ACV
MEDDIC Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion Enterprise, complex
SPICED Situation, Pain, Impact, Critical Event, Decision Modern SaaS
CHAMP Challenges, Authority, Money, Prioritization Customer-centric

Stakeholder Mapping

                    ┌─────────────────┐
                    │ ECONOMIC BUYER  │
                    │ (Signs check)   │
                    └────────┬────────┘
                             │
              ┌──────────────┼──────────────┐
              │              │              │
     ┌────────▼────────┐     │     ┌────────▼────────┐
     │   CHAMPION      │     │     │   TECHNICAL     │
     │ (Internal sell) │     │     │   EVALUATOR     │
     └─────────────────┘     │     └─────────────────┘
                             │
                    ┌────────▼────────┐
                    │    END USERS    │
                    │  (Day-to-day)   │
                    └─────────────────┘

Discovery Output Metrics

Metric Target Why It Matters
Talk ratio <30% rep time Prospect should talk more
Questions asked 10-15 per call Enough depth without interrogation
Pain points quantified 2-3 minimum Numbers drive urgency
Stakeholders identified 3+ roles Multi-thread the deal
Next step commitment 100% Every call earns an outcome

Anti-Patterns

  • Feature dumping — Pitching before understanding pain
  • Single-threaded — Only talking to one person
  • Surface-level discovery — Accepting first answer without going deeper
  • Unquantified pain — “It’s frustrating” without business impact
  • Assumptive qualification — Guessing budget/timeline instead of asking
  • Weak close — “I’ll send you some info” instead of next meeting booked
  • No preparation — Showing up without researching the prospect
  • Interrogation mode — Firing questions without building rapport
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