sales-discovery-preparationlisted

# Discovery Call Preparation ## Purpose Discovery calls fail when the seller arrives with a product walkthrough and a generic question list, learns nothing testable, and leaves with "send me some information". This skill converts account research into hypotheses that a question plan can confirm or kill within the call, and fixes the qualification threshold and the next step before the conversation starts. ## Prerequisites - **Inputs:** the account name, the attendees with their roles, the meeting length, and how the meeting originated (inbound, outbound, referral, renewal, expansion). Origin changes the entire plan. - **Access:** your CRM record for the account, any prior interaction history, and public sources — the company's own published material, filings or annual reports where public, job postings, and product documentation. - **Also required:** your current qualification framework, whichever one your team uses. If your team has none, use the fields in step 6 as the minimum. If the attendee list is unknown, ask for it before preparing. A plan built for a practitioner and delivered to an executive wastes the meeting. ## Data classification **Confidential.** Account research and CRM extracts are restricted; do not distribute outside the deal team. Do not record or store personal data about attendees beyond role and business contact details. If anyone pastes customer account numbers, positions, balances, or personal identifiers into the working notes, flag