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discovery-calls

discovery-calls

github.com/gtmagentsMarketing & growth42875 installsUpdated 30w ago
Repository

About discovery-calls

discovery-calls is a skill for structuring first sales conversations, intended for SDRs, BDRs, and AEs. It provides a call flow, question set, note templates, and MEDDICC/BANT qualification overlay to clarify needs and next steps.

Key features

  1. 01Prepare for calls with PREP
  2. 02Follow a structured call flow
  3. 03Ask about workflows and goals
  4. 04Capture account, pain, and decision details
  5. 05Qualify with MEDDICC/BANT
  6. 06Use question bank, scorecard, and email templates

Use cases

  1. 01Prepare for first calls with new prospects
  2. 02Structure call scripts for SDRs or BDRs
  3. 03Quickly assess multi-threaded opportunities

Install

Copy the command and run it in a terminal.

$npx skills add https://github.com/gtmagents/gtm-agents --skill discovery-calls

After installing, type/discovery-callsin Claude Code to confirm it loaded.

Bundled filesassets/scorecard.mdreferences/question_bank.md

Details

From the project README

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

  1. PREP – Purpose, Research, Evidence, Plan before every call.
  2. Call Flow – Rapport & agenda → context → pain/impact → vision → next steps.
  3. Question Set – workflow, trigger, stakeholders, success criteria, urgency, budget.
  4. Note Capture – log company, initiatives, tools, pain, decision team, timeline, next actions.
  5. Qualification Overlay – map answers to MEDDICC/BANT to guide handoff.

Templates

  • Question Bank: See references/question_bank.md for persona-specific questions.
  • Scorecard: See assets/scorecard.md for 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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