discovery-call

Skill: Discovery Call Assistant

Pre-call preparation with ICP fit scoring. Post-call processing with BANT qualification score and next action.

PRE-CALL PREPARATION

STEP 0 — CONTEXT LOAD (mandatory)

READ data/2-Domaines/icp.json → extract: ideal_company_size, industry, pain_points, disqualifiers
READ data/3-Ressources/[company].md  (company research if exists)
READ data/1-Projets/clients/[company].md  (prior relationship if exists)

Report:

Pre-call context:
  ICP profile: LOADED
  Company research: [FOUND — dated X / NOT FOUND — run company-research first?]
  Prior relationship: [FOUND — [N] interactions / NONE]

ICP Fit Assessment:
  Industry: [match/mismatch] — [reason]
  Company size: [match/mismatch]
  Likely pain points: [top 2 from ICP that likely apply]
  ICP fit score: [High/Medium/Low] — [1 sentence rationale]

STEP 1 — COMPANY-SPECIFIC HOOKS

From research or public context, extract 2-3 specific hooks for the call opener:

• Recent news (funding, product launch, expansion)
• Visible pain signal (job postings, Glassdoor, product reviews)
• Shared context (mutual connection, their content, their problem publicly stated)

"Opening hook: '[Specific observation] — this suggests [relevant pain point]. Start here.'"

STEP 2 — QUESTION SEQUENCE

Four phases — move from safe to specific:

Phase 1: Situation (2-3 min)

• "Can you walk me through how you currently handle [problem area]?"
• "What tools/systems do you use for this today?"
• "How long have you been doing it this way?"

Phase 2: Problem (5-7 min)

• "What are the biggest challenges with that process?"
• "What happens when [specific failure scenario based on their context]?"
• "How much time/money does this cost you per month?" ← always ask for a number
• "What have you tried before? Why didn't it work?"

Phase 3: Impact (3-5 min)

• "What's the business impact if this isn't solved this quarter?"
• "If you could solve this perfectly, what would change?"

Phase 4: Decision Process (3-5 min) — only after rapport

• "How do decisions like this typically get made at [Company]?"
• "Who else would be involved in evaluating this?"
• "What does your timeline look like?"
• "Do you have a budget allocated for solving this?"

STEP 3 — OBJECTION SCRIPTS (pre-loaded)

Objection	Response
"We already have someone for this"	"What are the gaps you're still experiencing despite having them?"
"Budget is tight right now"	"Understood — when do budget decisions typically get made for next quarter?"
"Send me some information"	"Happy to — what specifically would help you make a decision?"
"We're not ready yet"	"What would need to happen for you to be ready?"
"Too expensive"	"What would make the price feel right for the value?"

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POST-CALL PROCESSING

STEP 4 — BANT QUALIFICATION

Score each dimension 0-25:

Dimension	Signal	Score
Budget	Confirmed allocated → 25, Likely exists → 15, Unknown → 5, None → 0
Authority	Decision-maker in call → 25, Champion, not buyer → 15, Wrong contact → 5
Need	Acute pain + urgency → 25, Pain without urgency → 15, Vague interest → 5
Timeline	<90 days → 25, 3-6 months → 15, 6+ months → 5, None → 0

Total BANT score: /100

• 80-100: Strong — move to Proposal. Send within 48h.
• 50-79: Moderate — nurture. Monthly touchpoint + valuable content.
• <50: Weak — qualify out or long-term nurture. Do not invest proposal time.

STEP 5 — PIPELINE ACTION

UPDATE data/1-Projets/pipeline.md:
  - [Company]: Stage → [Discovery/Proposal/Nurture] based on BANT score
  - BANT Score: [N/100]
  - Next Action: [specific, with date]
  - Key insight: [the one thing that determines whether this closes]

UPDATE data/1-Projets/clients/[company].md:
  - Append meeting note with date, summary, BANT score
  - Update Next Action field

STEP 6 — CALL SUMMARY

# Discovery Call Summary — [Company] — [Date]

## Qualification Score: [BANT N/100] → [Strong/Moderate/Weak]

## BANT Breakdown
- Budget: [N/25] — [1-line rationale]
- Authority: [N/25] — [1-line rationale]
- Need: [N/25] — [1-line rationale]
- Timeline: [N/25] — [1-line rationale]

## Key Insight
[The one thing that will determine whether this closes — what the prospect cares most about]

## Pain Points Surfaced
[Verbatim quotes where possible]

## Decision Process
[Who's involved, timeline, how they buy]

## Recommended Next Action
[Specific with date — e.g., "Send proposal by [date] addressing [specific concern]"]

## Open Questions (to answer in proposal or next call)
[What we still don't know that matters]

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Integration Points

• Reads: icp.json, company research, client card
• Writes: call-summary.md, updates pipeline.md and client card
• Feeds: proposal-generator, sales-pipeline