AEdiscovery-prep · intermediate
Discovery call prep in 5 min: stack + prompt
Last reviewed: 2026-05-23 · saves ~25 min/call/run
Our take
Most AEs review the SDR's two-line note and call it prep. The lift on opportunity progression rate comes from systematic prep: prior history, buyer center, hypotheses on pain. AI compresses 30 minutes of prep into 5 minutes of reading.
Tool stack
Steps
- Set a Salesforce automation: 24 hr before any discovery meeting, fire the prep workflow.
- Workflow pulls: SDR notes, prior emails, LinkedIn data on attendees, any prior Gong calls.
- Claude generates a 1-pager: buyer center, why-now, hypothesis pain, 5 discovery questions tailored to this account.
- Drop in your meeting prep Slack channel or Salesforce activity log.
- AE reads 5 minutes before; walks in with specific questions, not generic ones.
Prompts
Generate discovery prep brief · Claude Sonnet 4.6
You are a B2B sales coach. Given: - Account name + industry + size - SDR's notes from initial conversation - Email thread with buyer - LinkedIn data on the 1-3 attendees joining the call Generate a discovery prep brief with exactly these sections: ## Buyer center Each attendee: name, title, what they likely care about most, what they'd push back on. ## Why now One-sentence hypothesis on why this account is in market this quarter. Source-linked. ## Pain hypothesis (rank-ordered) 3 likely pains. Each with one supporting data point. ## Discovery questions 5 questions to ask. They should be: - Open-ended (not yes/no) - Specific to this buyer's role - Designed to confirm or kill each pain hypothesis ## Likely objections 2 things the buyer will likely surface (price, competitor, internal politics). Output as markdown. Max 350 words.
Pitfalls
- Hypothesis pain can be off-base. Treat as 'most likely' not 'is'.
- 5 discovery questions ≠ 5-question interrogation. They're starting points; let conversation flow.
- Don't bring up info the buyer hasn't shared yet (creepy). Use it to ask better questions.