playbook

Gap Selling Discovery

Current State and Future State mapped, gap quantified in dollars and performance metrics, urgency created, solution positioned as the bridge

The prospect is fine as they are.

When to run: "Prospect is comfortable with status quo, no urgency to change — need to surface and quantify the gap between current and future state"
Time saved: ~2-4 hours across pre-call prep, discovery call, and gap analysis documentation manual → automated with agent assistance
How often: Per opportunity
Compounds: Each run refines templates and context — 5 automated steps improve with accumulated data

How it runs

research-company → gather company intelligence, current performance indicators, technology stack, competitive position
consultative-selling → generate Gap Selling discovery question bank: Current State mapping questions, Future State vision questions, gap quantification prompts
Review question bank, prepare industry benchmarks and gap data for the call
Conduct discovery call: map Current State (processes, tools, performance, costs) → define Future State (ideal outcomes, capabilities, metrics) → quantify the gap together
meeting-intelligence → extract Current State facts, Future State vision, gap dimensions, and urgency signals from call notes
consultative-selling → build gap analysis document: quantify financial gap, performance gap, time gap, capability gap; model cost of inaction over 3-6-12 months
Review gap analysis, validate numbers, prepare urgency framing and solution positioning
consultative-selling → generate diagnostic brief positioning your solution as the bridge from Current to Future State, with ROI calculation and proof points