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Discovery scripts. Built to close.
A structured B2B discovery framework: opener, context, pain, impact, decision, next-step. Customize for your buyer.
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Your script
1. Opener (2 min)
- • "Thanks for taking the time. To make this useful, I'll ask a few questions about how VP of Saless like you are thinking about AI lead scoring — then I'll share what we're seeing across other catch before they bounce-stage teams. Sound good?"
- • Confirm time available. Confirm recording (if applicable).
2. Context (5 min)
- • Tell me a bit about your team and your current setup.
- • How are you handling AI lead scoring today?
- • What changed recently that made this a priority?
3. Pain (8 min)
- • What's the single biggest issue with reps wasting time on unqualified leads?
- • How long has this been a problem?
- • What have you tried before? Why didn't it stick?
- • If you could wave a wand and fix one thing, what would it be?
4. Impact (5 min)
- • What's the cost of leaving this unsolved — in dollars, time or risk?
- • Who else is feeling this pain on the team?
- • What happens if 6 months from now you're in the same spot?
5. Decision (5 min)
- • Who else needs to be involved in evaluating something like this?
- • What's your typical process for buying tools in this category?
- • Is there a budget cycle or timing constraint?
6. Next step (3 min)
- • Recap the 2-3 things you heard.
- • Propose specific next step with a date: 'Let's get on a 30-min working session next Tuesday with you + your RevOps lead.'
- • Send recap email within 2 hours.
How it works.
30 minutes, six segments, one job per segment. The structure protects new AEs from pitching too early and gives senior AEs a checklist they can riff on.
FAQ.
What is a discovery call?+
The first qualifying conversation between an AE and a prospect. Goal: confirm fit, surface pain, map decision process, and earn the right to a next step. Not a pitch.
How long should a discovery call be?+
30 minutes is standard. Senior buyers will book 20. Anything longer than 45 means you're presenting, not discovering.
How many questions should I ask?+
8–12 deliberate questions across pain, impact, decision and timeline. Quality over quantity — one well-asked 'what breaks if you don't fix this?' beats a 30-question interrogation.
What are the worst discovery mistakes?+
Pitching too early. Asking only surface questions ('what does your team do?'). Failing to map the decision process. Not booking a clear next step before hanging up.
Should I use a script word-for-word?+
No. Use the script as a question bank and conversation map. Read off it on the first 5 calls; internalize the structure after that and improvise within the frame.