Discovery Call Framework

"Thanks for making time, [First Name]. I want to be respectful of your calendar — we have [30] minutes. Here's what I was thinking: I'll spend the first part asking you a few questions about [Company Name]'s current situation around [pain area], then if it makes sense, I'll show you specifically how we've helped companies like yours. Sound good?" [If they say yes — proceed] [If they jump straight to 'just tell me what you do' — give 60-second pitch then redirect to questions] Opening question: "Before I dive into questions — is there anything specific you were hoping to get out of today's call?"

SITUATION (what's true today): "Walk me through how you currently handle [pain area] — what's the process look like?" "How long have you been using [current solution / approach]?" "How many people are involved in [this process]?" PROBLEM (what's not working): "What's the biggest challenge with your current approach?" "What's the impact of [problem] — on your team, your numbers, your customers?" "If you could wave a magic wand and fix one thing about [process], what would it be?" IMPLICATION (making the pain real): "What does [problem] cost you — in time, revenue, headcount?" "Has [problem] ever caused you to miss [metric: a deal / a launch date / a compliance deadline]?" "If this isn't solved in the next [timeframe], what happens?" NEED-PAYOFF (getting them to articulate the value): "If you could [solve specific problem], what would that unlock for your team?" "What would it mean for [metric/goal] if you could [achieve specific outcome]?" "Is solving [problem] a priority this quarter, or is it more of a 'nice to have' for now?" BUDGET / AUTHORITY: "Have you allocated budget to solve this?" "Who else would need to be involved in a decision like this?" "Have you looked at other solutions? What's made it hard to move forward?" TIMELINE: "What's driving the timeline — or is there one?" "When would you ideally want to have something in place by?"

BANT SCORECARD (score 1–5 each): Budget: Has budget been allocated? Is there a known range? 5 = Budget approved and scoped 3 = Budget exists but not formally allocated 1 = No budget, relying on business case Authority: Who is your champion? Who signs? 5 = Speaking with the decision maker 3 = Strong champion with confirmed access to DM 1 = Talking to someone with no authority and no champion Need: Is the pain real, specific, and quantified? 5 = Clear pain, quantified impact, explicit need 3 = Acknowledged pain, soft quantification 1 = No clear pain articulated Timeline: Is there a real urgency driver? 5 = Hard deadline with clear consequences 3 = "This quarter" with general priority 1 = No urgency, exploratory only BANT Score 16–20: Priority opportunity — move fast BANT Score 10–15: Work the deal — build champion, create urgency BANT Score <10: Nurture or disqualify — don't waste AE cycles

"Based on everything we've discussed, it sounds like [specific pain] is [real / a priority / causing X impact]. Does that match your read? Here's what I'd suggest as a next step: [specific next step — demo / technical review / proposal / executive intro]. Before we hang up, can we get something on the calendar? I want to make sure we don't lose momentum — what does [specific day] look like for you?" [Schedule the next step before hanging up — every time] After the call — send within 1 hour: Subject: Next Steps — [Company Name] + [Your Company] [First Name], Great talking. Here's a quick recap: - [Key pain they described] - [Key outcome they want] - [Agreed next step + date/time] Looking forward to [next step]. Let me know if anything changes. [Your Name]