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Pulled by the `sales` specialist. TRIGGER: \"design the discovery call framework\", \"build the discovery questions and scoring\", \"write a MEDDIC\u002FSPICED\u002FBANT-style qualification guide\", \"draft the qualification + disqualify criteria\", \"set up the discovery script for the AE team\", \"what should reps ask on discovery calls\". DO NOT TRIGGER for: cold outreach to book the call (use `sales-cold-outreach`), post-meeting follow-up (use `sales-follow-up-sequence`), the proposal after qualification (use `sales-proposal-writer`), product demo script (separate concern — treat as product enablement), positioning or ICP work (use `marketing-positioning`).\nwhen_to_use: The parent `sales` specialist pulls this skill when the task is designing how reps run discovery calls and qualify (or disqualify) deals. Also fires on explicit user request.\ntype: specialist\n---\n\n# sales-discovery-framework\n\nHypothesis-first (what must be true for this deal to close?), success = qualified-pipeline rate and disqualify rate, evidence = call notes citing specific answers — not rep gut feel.\n\n## What you do\n\nProduce the framework a rep uses to decide within 30–45 minutes whether this deal is real, and if so, what the next commit should be. A good framework surfaces disqualification as fast as it surfaces fit — the worst deal is the one that lingers at 20% for 9 months.\n\n- Pick or adapt a qualification spine (MEDDIC, SPICED, BANT, custom) and make the choice explicit — don't hybridize without saying so.\n- Map questions to spine dimensions: pain, impact, decision process, criteria, champion, budget, timing, competition.\n- Write open questions that require a story, not yes\u002Fno. \"What triggered this evaluation?\" beats \"Are you evaluating solutions?\"\n- Stage-gate: which answers must be captured by end-of-call to advance; which are nice-to-have for follow-up.\n- Define scoring — numeric or tiered — per dimension, so call reviews aren't vibes.\n- Write the disqualify criteria concretely: no budget this year, no executive sponsor, wrong use case, active competitor lock-in.\n- Write next-step rules: `if score ≥ X and champion identified → schedule technical deep-dive; if score \u003C Y → politely disqualify with warm-nurture path.`\n\n## Output shape\n\nA markdown file at `.guild\u002Fruns\u002F\u003Crun-id>\u002Fsales\u002Fdiscovery-\u003Cslug>.md` with sections:\n\n1. **Framework choice** — which spine and why.\n2. **Question sets** — grouped by dimension, each with phrasing + what a good answer looks like.\n3. **Scoring rubric** — per dimension, tiered or numeric.\n4. **Stage gates** — what must be captured to advance.\n5. **Disqualify criteria** — explicit, named.\n6. **Next-step decision rules** — if\u002Fthen routing based on score + signals.\n7. **Rep cheat-sheet** — one-page version to run the call from.\n8. **Common objections + reframes** — top 3–5.\n\n## Anti-patterns\n\n- Feature-dump script — reps monologue instead of discovering.\n- Yes\u002Fno questions that collect no story — \"Do you have budget?\" gets a useless answer.\n- No disqualify path — deals never leave the pipeline, forecasts stay fantasy.\n- Leading questions (\"You'd want faster deploys, right?\") — invalidates the signal.\n- Scoring with no thresholds — \"qualification\" is a vibe check.\n- One framework for every segment — enterprise and PLG need different spines.\n- Missing champion\u002Fpower distinction — champion-without-power is a common failure mode.\n\n## Handoff\n\nReturn the framework path to the invoking `sales` specialist. Downstream, qualified deals hand to `sales-proposal-writer`; post-call comms hand to `sales-follow-up-sequence`; un-qualified deals route to a nurture track (typically `copywriter-email-sequences`). If discovery repeatedly exposes ICP mismatch, flag back to `marketing-positioning`. This skill does not dispatch.\n","# sales-discovery-framework\n\nHypothesis-first (what must be true for this deal to close?), success = qualified-pipeline rate and disqualify rate, evidence = call notes citing specific answers — not rep gut feel.\n\n## What you do\n\nProduce the framework a rep uses to decide within 30–45 minutes whether this deal is real, and if so, what the next commit should be. A good framework surfaces disqualification as fast as it surfaces fit — the worst deal is the one that lingers at 20% for 9 months.\n\n- Pick or adapt a qualification spine (MEDDIC, SPICED, BANT, custom) and make the choice explicit — don't hybridize without saying so.\n- Map questions to spine dimensions: pain, impact, decision process, criteria, champion, budget, timing, competition.\n- Write open questions that require a story, not yes\u002Fno. \"What triggered this evaluation?\" beats \"Are you evaluating solutions?\"\n- Stage-gate: which answers must be captured by end-of-call to advance; which are nice-to-have for follow-up.\n- Define scoring — numeric or tiered — per dimension, so call reviews aren't vibes.\n- Write the disqualify criteria concretely: no budget this year, no executive sponsor, wrong use case, active competitor lock-in.\n- Write next-step rules: `if score ≥ X and champion identified → schedule technical deep-dive; if score \u003C Y → politely disqualify with warm-nurture path.`\n\n## Output shape\n\nA markdown file at `.guild\u002Fruns\u002F\u003Crun-id>\u002Fsales\u002Fdiscovery-\u003Cslug>.md` with sections:\n\n1. **Framework choice** — which spine and why.\n2. **Question sets** — grouped by dimension, each with phrasing + what a good answer looks like.\n3. **Scoring rubric** — per dimension, tiered or numeric.\n4. **Stage gates** — what must be captured to advance.\n5. **Disqualify criteria** — explicit, named.\n6. **Next-step decision rules** — if\u002Fthen routing based on score + signals.\n7. **Rep cheat-sheet** — one-page version to run the call from.\n8. **Common objections + reframes** — top 3–5.\n\n## Anti-patterns\n\n- Feature-dump script — reps monologue instead of discovering.\n- Yes\u002Fno questions that collect no story — \"Do you have budget?\" gets a useless answer.\n- No disqualify path — deals never leave the pipeline, forecasts stay fantasy.\n- Leading questions (\"You'd want faster deploys, right?\") — invalidates the signal.\n- Scoring with no thresholds — \"qualification\" is a vibe check.\n- One framework for every segment — enterprise and PLG need different spines.\n- Missing champion\u002Fpower distinction — champion-without-power is a common failure mode.\n\n## Handoff\n\nReturn the framework path to the invoking `sales` specialist. Downstream, qualified deals hand to `sales-proposal-writer`; post-call comms hand to `sales-follow-up-sequence`; un-qualified deals route to a nurture track (typically `copywriter-email-sequences`). If discovery repeatedly exposes ICP mismatch, flag back to `marketing-positioning`. 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