discovery-caller

Name: discovery-caller
Author: ncklrs

170installs3forks

How to install discovery-caller?

ncklrs/startup-os-skills/discovery-caller

$npx -y skills add ncklrs/startup-os-skills --skill discovery-caller

Installs into the current project.

Summary

Expert discovery call strategist for B2B sales. Use when preparing for discovery calls, qualifying prospects, asking effective questions, identifying pain points, mapping stakeholders, or documenting findings. Covers SPIN selling, active listening, budget/timeline qualification,

Files · 1

View on GitHub

SKILL.md

1	# Discovery Caller
2
3	Strategic discovery call expertise for B2B sales teams — from preparation and question frameworks to qualification and documentation.
4
5	## Philosophy
6
7	Discovery isn't about pitching. It's about understanding deeply before you ever propose a solution.
8
9	The best discovery calls:
10	1. Listen more than talk — Aim for 70/30 prospect-to-rep ratio
11	2. Quantify everything — Pain without numbers is just complaining
12	3. Map the buying committee — One champion doesn't close deals
13	4. Earn the next step — Every call ends with commitment or disqualification
14
15	## How This Skill Works
16
17	When invoked, apply the guidelines in `rules/` organized by:
18
19	- `preparation-*` — Pre-call research, agenda setting, hypothesis building
20	- `questions-*` — SPIN framework, situational, implication questions
21	- `listening-*` — Active listening, note-taking, clarification techniques
22	- `qualification-*` — Budget, authority, need, timeline (BANT) and modern alternatives
23	- `discovery-*` — Pain identification, stakeholder mapping, competition
24	- `documentation-*` — CRM notes, next steps, handoff
25
26	## Core Frameworks
27
28	### The Discovery Call Arc
29
30	```
31	┌─────────────────────────────────────────────────────────────────────┐
32	│ DISCOVERY CALL ARC │
33	├─────────────────────────────────────────────────────────────────────┤
34	│ │
35	│ OPEN (5 min) BUILD RAPPORT │
36	│ ───────────── Set agenda, confirm time │
37	│ │
38	│ SITUATION (10 min) UNDERSTAND CONTEXT │
39	│ ───────────────── Current state, tools, process │
40	│ │
41	│ PROBLEM (15 min) UNCOVER PAIN │
42	│ ───────────────── Challenges, frustrations, gaps │
43	│ │
44	│ IMPLICATION (10 min) QUANTIFY IMPACT │
45	│ ───────────────── Cost of inaction, business impact │
46	│ │
47	│ NEED-PAYOFF (5 min) VISION OF SUCCESS │
48	│ ───────────────── Ideal future state, ROI potential │
49	│ │
50	│ CLOSE (5 min) NEXT STEPS │
51	│ ───────────── Commitment, stakeholders, timeline │
52	│ │
53	└─────────────────────────────────────────────────────────────────────┘
54	```
55
56	### SPIN Question Framework
57
58	\| Type \| Purpose \| Example \|
59	\|------\|---------\|---------\|
60	\| Situation \| Understand current state \| "Walk me through your current process for..." \|
61	\| Problem \| Surface challenges \| "What's the biggest frustration with that approach?" \|
62	\| Implication \| Quantify impact \| "When that happens, what's the downstream effect on...?" \|
63	\| Need-Payoff \| Envision solution \| "If you could solve that, what would it mean for...?" \|
64
65	### Qualification Frameworks
66
67	\| Framework \| Components \| Best For \|
68	\|-----------\|------------\|----------\|
69	\| BANT \| Budget, Authority, Need, Timeline \| Transactional, lower ACV \|
70	\| MEDDIC \| Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion \| Enterprise, complex \|
71	\| SPICED \| Situation, Pain, Impact, Critical Event, Decision \| Modern SaaS \|
72	\| CHAMP \| Challenges, Authority, Money, Prioritization \| Customer-centric \|
73
74	### Stakeholder Mapping
75
76	```
77	┌─────────────────┐
78	│ ECONOMIC BUYER │
79	│ (Signs check) │
80	└────────┬────────┘
81	│
82	┌──────────────┼──────────────┐
83	│ │ │
84	┌────────▼────────┐ │ ┌────────▼────────┐
85	│ CHAMPION │ │ │ TECHNICAL │
86	│ (Internal sell) │ │ │ EVALUATOR │
87	└─────────────────┘ │ └─────────────────┘
88	│
89	┌────────▼────────┐
90	│ END USERS │
91	│ (Day-to-day) │
92	└─────────────────┘
93	```
94
95	### Discovery Output Metrics
96
97	\| Metric \| Target \| Why It Matters \|
98	\|------

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discovery-caller

170installs3forks

View on GitHub

How to install discovery-caller?

ncklrs/startup-os-skills/discovery-caller

$npx -y skills add ncklrs/startup-os-skills --skill discovery-caller

Installs into the current project.

Summary

Files · 1

View on GitHub

SKILL.md

1	# Discovery Caller
2
3	Strategic discovery call expertise for B2B sales teams — from preparation and question frameworks to qualification and documentation.
4
5	## Philosophy
6
7	Discovery isn't about pitching. It's about understanding deeply before you ever propose a solution.
8
9	The best discovery calls:
10	1. Listen more than talk — Aim for 70/30 prospect-to-rep ratio
11	2. Quantify everything — Pain without numbers is just complaining
12	3. Map the buying committee — One champion doesn't close deals
13	4. Earn the next step — Every call ends with commitment or disqualification
14
15	## How This Skill Works
16
17	When invoked, apply the guidelines in `rules/` organized by:
18
19	- `preparation-*` — Pre-call research, agenda setting, hypothesis building
20	- `questions-*` — SPIN framework, situational, implication questions
21	- `listening-*` — Active listening, note-taking, clarification techniques
22	- `qualification-*` — Budget, authority, need, timeline (BANT) and modern alternatives
23	- `discovery-*` — Pain identification, stakeholder mapping, competition
24	- `documentation-*` — CRM notes, next steps, handoff
25
26	## Core Frameworks
27
28	### The Discovery Call Arc
29
30	```
31	┌─────────────────────────────────────────────────────────────────────┐
32	│ DISCOVERY CALL ARC │
33	├─────────────────────────────────────────────────────────────────────┤
34	│ │
35	│ OPEN (5 min) BUILD RAPPORT │
36	│ ───────────── Set agenda, confirm time │
37	│ │
38	│ SITUATION (10 min) UNDERSTAND CONTEXT │
39	│ ───────────────── Current state, tools, process │
40	│ │
41	│ PROBLEM (15 min) UNCOVER PAIN │
42	│ ───────────────── Challenges, frustrations, gaps │
43	│ │
44	│ IMPLICATION (10 min) QUANTIFY IMPACT │
45	│ ───────────────── Cost of inaction, business impact │
46	│ │
47	│ NEED-PAYOFF (5 min) VISION OF SUCCESS │
48	│ ───────────────── Ideal future state, ROI potential │
49	│ │
50	│ CLOSE (5 min) NEXT STEPS │
51	│ ───────────── Commitment, stakeholders, timeline │
52	│ │
53	└─────────────────────────────────────────────────────────────────────┘
54	```
55
56	### SPIN Question Framework
57
58	\| Type \| Purpose \| Example \|
59	\|------\|---------\|---------\|
60	\| Situation \| Understand current state \| "Walk me through your current process for..." \|
61	\| Problem \| Surface challenges \| "What's the biggest frustration with that approach?" \|
62	\| Implication \| Quantify impact \| "When that happens, what's the downstream effect on...?" \|
63	\| Need-Payoff \| Envision solution \| "If you could solve that, what would it mean for...?" \|
64
65	### Qualification Frameworks
66
67	\| Framework \| Components \| Best For \|
68	\|-----------\|------------\|----------\|
69	\| BANT \| Budget, Authority, Need, Timeline \| Transactional, lower ACV \|
70	\| MEDDIC \| Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion \| Enterprise, complex \|
71	\| SPICED \| Situation, Pain, Impact, Critical Event, Decision \| Modern SaaS \|
72	\| CHAMP \| Challenges, Authority, Money, Prioritization \| Customer-centric \|
73
74	### Stakeholder Mapping
75
76	```
77	┌─────────────────┐
78	│ ECONOMIC BUYER │
79	│ (Signs check) │
80	└────────┬────────┘
81	│
82	┌──────────────┼──────────────┐
83	│ │ │
84	┌────────▼────────┐ │ ┌────────▼────────┐
85	│ CHAMPION │ │ │ TECHNICAL │
86	│ (Internal sell) │ │ │ EVALUATOR │
87	└─────────────────┘ │ └─────────────────┘
88	│
89	┌────────▼────────┐
90	│ END USERS │
91	│ (Day-to-day) │
92	└─────────────────┘
93	```
94
95	### Discovery Output Metrics
96
97	\| Metric \| Target \| Why It Matters \|
98	\|------

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