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)

1. account-research sheet: company, news, tech, likely pains
2. Call goal: what must be true after 30 minutes to advance the deal?
3. 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.