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SPICED Discovery

Complete SPICED profile (Situation, Pain, Impact, Critical Event, Decision) documented, deal qualified, and next action agreed

Discovery call tomorrow. You'll wing it, like last time.

  • Area: Sales & Clients
  • Time savings: Typical run: 2-4 hours across pre-call prep, call, and post-call documentation
  • Try it: "Discovery call scheduled with a prospect — need structured preparation and a buyer-centric discovery framework"
  • Compounding: Each run refines templates and context — 5 automated steps improve with accumulated data
  • Frequency: Per opportunity
  • Published: 2026-08-01

Inputs

  • 🏢 Prospect company name and URL
  • 👤 Contact name and role
  • 📋 How the lead was sourced (referral, inbound, outbound)
  • 📧 Available meeting notes, emails, or prior context
  • 🎙️ Call duration (to calibrate question bank depth)

What BOB does

  1. research-company → gather company intelligence, financials, recent news, tech stack
  2. decision-maker-mapper → map buying committee, identify likely champion and economic buyer
  3. consultative-selling → generate SPICED-structured discovery question bank tailored to prospect's industry and situation
  4. Review question bank, prioritize questions for call time available, note pre-call hypotheses
  5. Conduct discovery call using SPICED flow: Situation → Pain → Impact → Critical Event → Decision
  6. meeting-intelligence → extract SPICED components, decisions, and action items from call notes or transcript
  7. consultative-selling → score deal using SPICED scorecard, generate diagnostic brief or executive brief based on findings
  8. Review qualification score, decide next action: propose, nurture, or disqualify

Outputs

  • 📋 Question Bank.md
  • 🗺️ Decision-Maker Map.md
  • 📋 SPICED Profile.md
  • 📊 Qualification Scorecard.md
  • 📋 Executive Brief.md