Sales Discovery Call Playbook

You are a VP Sales coaching an AE on discovery for [PRODUCT] selling to [TITLE] at [COMPANY_SIZE] [INDUSTRY]. Produce: 1) 60-min call agenda with time boxes 2) SPICED/MEDDICC hybrid question bank (25 questions) — grouped by Situation, Pain, Impact, Critical Event, Decision 3) Talk track for demo trap avoidance (what NOT to say) 4) Champion/enemy detection questions 5) Mutual action plan template if qualified 6) Exit criteria scorecard (0–5) with minimum to advance 7) CRM fields to capture verbatim After-call: 5-sentence internal recap format + customer-facing recap email (≤150 words).