Discovery Stage¶
Initial qualification and needs assessment
Overview¶
First substantive conversation stage focused on understanding prospect needs, qualifying fit, and establishing buying process.
Stage Definition¶
Entry Criteria: - Meeting scheduled - Basic company info confirmed - Initial pain point identified
Exit Criteria: - BANT qualified (Budget, Authority, Need, Timeline) - Specific service interest identified - Next steps agreed - Assessment or proposal path determined
Discovery Call Framework¶
Opening (5 min)¶
- Thank for time
- Confirm agenda and time
- Set expectations for call
Discovery Questions (25 min)¶
Situation: - "Walk me through your current IT/security setup" - "What compliance requirements apply to you?" - "How is IT/security currently managed?"
Problem: - "What prompted you to take this meeting?" - "What keeps you up at night about IT/security?" - "What happens if this doesn't get addressed?"
Impact: - "How is this affecting the business?" - "What would solving this mean for you personally?" - "Have you quantified the cost of the current state?"
Future State: - "What does success look like in 12 months?" - "What's driving the timeline?" - "Who else needs to be involved in this decision?"
Qualification Confirmation (10 min)¶
- Budget range exploration
- Decision process and stakeholders
- Timeline confirmation
- Competitive situation
Next Steps (5 min)¶
- Summarize understanding
- Propose next action
- Confirm commitment
Qualification Scoring¶
| Criteria | Strong (3) | Medium (2) | Weak (1) |
|---|---|---|---|
| Budget | Confirmed range | "We'll find it" | Unknown |
| Authority | Decision maker | Influencer | Unknown |
| Need | Urgent, defined | Known, not urgent | Vague |
| Timeline | <90 days | 90-180 days | >180 days |
Threshold: Score ≥ 8 to advance