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playbook

Spiced Discovery

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

Discovery call tomorrow.

When to run
"Discovery call scheduled with a prospect — need structured preparation and a buyer-centric discovery framework"
Time saved
~2-4 hours across pre-call prep, call, and post-call 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

  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

What it needs

  • 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 you get

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