| name | discovery-prep |
| description | Builds a complete meeting brief before any discovery, intro, or follow-up call. Never walk in blind.
Use when: preparing for a discovery call, intro meeting, follow-up, or AE-led meeting.
Includes: exec summary, agenda, qualification gap analysis, key questions, objections, proof points.
Triggers: prep, meeting prep, discovery prep, prepare for, call prep, before meeting,
discovery call, intro meeting, meeting brief, what should I know, going into a call, prep me.
|
| version | 1.0.0 |
| user-invocable | true |
Discovery Prep
⚠️ DATA RULE: The worst thing that can happen in a meeting is being surprised.
Pull everything. Find the latest news. Miss nothing.
⚠️ DATE RULE: Check currentDate. Output file named YYYY-MM-DD-meeting-brief.md.
Don't use training knowledge for "latest news" — always pull live data.
STEP 0 — Confirm Meeting Details
Ask if not provided:
- Account name + type of meeting (intro / discovery / follow-up / AE-led)
- Date and time
- Who's on the call (their side + your side)
- How did this meeting get booked? What's the context?
STEP 1 — Internal Knowledge Refresh
Check all existing intel before going to the web:
CRM (if MCP configured):
- Latest account status, open opportunities, stage
- Contact history and relationship depth
- Previous objections documented
- Internal notes from AE or previous touches
Local files:
accounts/{account}/account-brief.md → full qualification status
accounts/{account}/research/ → most recent research file
accounts/{account}/discovery/ → all prior call notes
accounts/{account}/meetings/ → prior meeting briefs
Build picture before Step 2:
- What do we know vs. what are we guessing?
- Which {{QUALIFICATION_FRAMEWORK}} elements are confirmed vs. blank?
- What was the goal of the last interaction?
STEP 2 — Fresh External Intel (Last 30 Days)
Search for anything published recently about the company or attendees:
Full mode (Bright Data):
mcp__brightdata__search_engine:
1. "{Company} news 2026"
2. "{Company} funding announcement 2026"
3. "{Company} engineering hiring 2026"
4. "{Attendee names} LinkedIn blog post conference 2026"
5. "{{COMPANY_NAME}} {Company industry} case study customer story"
6. "{{COMPANY_NAME}} {their tech stack} replaced migration customer"
Lite mode (WebSearch):
Same queries via WebSearch tool
Goal: Find at least 1 warm-up talking point from the last 30 days.
Find at least 1 proof point that specifically matches their industry or tech stack.
STEP 2.5 — Draft Upfront Contract Opener
Before building the agenda, draft the upfront contract for this specific call.
Reference: references/discovery-frameworks.md Section 4.
Template (fill in before the call):
"[Name], I want to make sure this is a good use of your time.
I'll spend [X minutes] understanding [their specific situation based on research].
Then I'll share [specific thing: 1-2 examples / a capability / how similar companies solved this].
At the end, either this makes sense to explore — and we'll agree on a next step — or it doesn't, and we'll both know that. Either outcome is fine.
Does that work?"
Fill in before the call:
- Their specific situation: ___
- What you'll share: ___
- Proposed next step if it goes well: ___
STEP 3 — {{QUALIFICATION_FRAMEWORK}} Gap Analysis
Map current knowledge. Mark each element:
✅ Confirmed | ⬜ Unknown | 🎯 Probe in this meeting | 🚫 Negative signal
Default: MEDDPICC
| Letter | Question | Status | What We Know | Goal for This Meeting |
|---|
| M — Metrics | What numbers change if they fix this? | | | |
| E — Economic Buyer | Who approves budget? On the call? | | | |
| D — Decision Criteria | How will they evaluate options? | | | |
| D — Decision Process | What steps to get to yes? Timeline? | | | |
| P — Paper Process | Procurement/legal/security steps? | | | |
| I — Identified Pain | What specific pain in their words? | | | |
| C — Champion | Who advocates internally? | | | |
| C — Competition | What else are they evaluating? | | | |
Goal for this meeting: Fill at least 3 blank elements.
Priority: Confirm I (Identified Pain) first. Everything else depends on it.
STEP 4 — 3 Whys Status
| Why | Status | Evidence |
|---|
| Why Anything (cost of status quo) | ✅/⬜ | |
| Why {{PRODUCT_NAME}} (capability match) | ✅/⬜ | |
| Why Now (urgency driver) | ✅/⬜ | |
If any Why is ⬜ → it becomes a goal for this meeting.
STEP 5 — Build the Meeting Brief
Save as: accounts/{account}/meetings/{YYYY-MM-DD}-meeting-brief.md
# Meeting Brief — {Company} {Meeting Type}
**Date/Time:** {date and time}
**Duration:** {duration}
**Type:** Intro / Discovery / Follow-up / AE-led
## Attendees
| Name | Role | Our Side |
|------|------|----------|
| [Their name] | [Title] | {{SELLER_NAME}} / {{AE_NAME}} |
## Executive Summary
[1 paragraph: who they are, where we are in the cycle, top 1-2 signals, meeting goal]
## Hot Signals to Reference (open with one)
1. [Signal 1 — dated, confirmed from research]
2. [Signal 2]
## Meeting Goals
1. Confirm: [{{QUALIFICATION_FRAMEWORK}} element]
2. Confirm: [{{QUALIFICATION_FRAMEWORK}} element]
3. Establish: [Which Why needs to be built]
4. Close with: [Specific CTA]
## Recommended Agenda
| Time | Topic | Owner |
|------|-------|-------|
| 0:00 | Warm up — reference [hot signal] | {{SELLER_NAME}} |
| 0:03 | Purpose framing: "Here's why we asked for this time…" | {{AE_NAME}} |
| 0:08 | Discovery (see questions below) | {{AE_NAME}} |
| 0:25 | Value — 1-2 specific capabilities matched to their pain | {{AE_NAME}} |
| 0:35 | Proof point: [Customer story from live search] | {{AE_NAME}} |
| 0:40 | Objection handling | {{AE_NAME}} |
| 0:50 | Next step | {{AE_NAME}} |
## Discovery Questions ({{QUALIFICATION_FRAMEWORK}}-mapped)
### Pain (I — Identified Pain)
- "Walk me through what [their process] looks like today — step by step."
- "What breaks first when [their scale challenge] happens?"
- "What have you tried to solve this? What worked, what didn't?"
**SPIN Implication questions** (ask after they confirm a problem):
- "If [problem] keeps happening, what does that mean for [their team / their metric]?"
- "What's the downstream impact on [adjacent process] when this breaks?"
- "How often does this happen — and what does each occurrence cost?"
**Sandler Level 2 (business impact) — ask after Level 1 surface pain:**
- "What does that mean for the business? Revenue, cost, or risk?"
- "Is this something leadership has noticed? How does it come up?"
**Sandler Level 3 (personal/emotional) — only with rapport, only with champion:**
- "How does this affect you personally when it happens?"
- "What would it mean for you and your team if this was solved by [their timeline]?"
**60/40 check:** If you've asked 3 questions in a row and they've given short answers, stop and say:
> "I've been asking a lot — what's your reaction so far? What matters most to you here?"
### Metrics (M)
- "If you fixed [pain], what would that mean in hours/dollars/time?"
- "How are you measuring success for [project]?"
### Economic Buyer (E)
- "When a decision like this comes up, who else gets involved?"
- "Who would ultimately sign off on something like this?"
### Decision Process (D) + Paper Process (P)
- "If this conversation goes well, what would next steps look like on your end?"
- "Is there a timeline you're working toward?"
- "What does procurement/legal look like for something like this?"
### Competition (C)
- "What else are you evaluating? What does your stack look like today?"
### Champion (C)
- "Who on your team would be most involved in evaluating this?"
## Expected Objections
| Objection | Response |
|-----------|----------|
| "We're happy with [current system]" | "What would have to be true for you to consider alternatives?" |
| "No budget right now" | "Understood — is this a timing question or a priority question?" |
| "We're evaluating X" | "What's your evaluation criteria? We'd love to make sure {{PRODUCT_NAME}} is in the mix." |
| [Add objections from research/prior calls] | |
## Competitive Prep
*Reference: `references/competitive-positioning.md` + `knowledge/competitive/` battlecards*
| Competitor | Zone | FIA Position | Landmine Question |
|-----------|------|-------------|------------------|
| [Name] | Winning / Battling / Losing | [FIA reframe in 1 sentence] | [1 question that surfaces their weakness] |
**If no competitor in play:** Leave this section blank. Do not invent a competitor.
## Proof Points Ready
**Source priority:** Live search (company case studies page) → CRM proof points → references/proof-points.md
1. **[Customer]** — [metric from live search] — use when: [moment in conversation] — Source: [URL]
2. **[Customer]** — [metric] — use when: [moment] — Source: [URL]
## Sales Motion Route + CTA
**Route:** Classic / Sprint / Fast / Unknown
**Proposed CTA:**
- Classic → "Let's schedule a Technical Workshop with our solutions team."
- Sprint → "Let's lock in a Sprint Zero — 3 hours to scope this properly."
- Fast → "Let's schedule a kickoff — what's your timeline?"
- Unknown → "Would a 30-min follow-up to go deeper on [topic] make sense?"
## {{QUALIFICATION_FRAMEWORK}} Pre-Meeting Status
[Copy gap analysis table from Step 3]
## After the Call
→ Run `/call-debrief` immediately while context is hot.
STEP 6 — Day-of Checklist
Print or pin before the call:
Quality Gates