The-Utopia-Studio/discovery-calls
skills/distribution/discovery-calls/SKILL.md
Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.
$ install --global
skillsauthnpx skillsauth add The-Utopia-Studio/skills discovery-callsInstall this skill globally with one command. Works with Claude Code, Cursor, and Windsurf.
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Last scanned: Jun 4, 2026, 7:24 AM160.9s1 file scanned
SKILL.md
- name:
- discovery-calls
- description:
- Use when planning, running, or summarizing discovery calls to uncover pain, timeline, and authority.
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
- PREP – Purpose, Research, Evidence, Plan before every call.
- Call Flow – Rapport & agenda → context → pain/impact → vision → next steps.
- Question Set – workflow, trigger, stakeholders, success criteria, urgency, budget.
- Note Capture – log company, initiatives, tools, pain, decision team, timeline, next actions.
- Qualification Overlay – map answers to MEDDICC/BANT to guide handoff.
Templates
- Question Bank: See
references/question_bank.mdfor persona-specific questions. - Scorecard: See
assets/scorecard.mdfor 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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