Turn a discovery call into a qualification scorecard.
Runs your call against MEDDPICC or your own framework, captures the deal, and names the gaps you still have to fill.
Inside: The field-by-field scorecard, the pain quantifier, and the champion test.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
it reads the call directly, pulls the buyer's own quotes, and stops you from scoring pain you only imagined.
it writes each field back to the opportunity and checks the qualification against the stage the deal claims.
This was built for a B2B SaaS org running MEDDPICC. Set these to your stack:
Run any framework you like. The skill scores "what did the buyer actually tell you," so point it at your fields, not anyone else's.
| Set this | What it is | Default / Example |
|---|---|---|
| FRAMEWORK | your qualification methodology | MEDDPICCMEDDICBANTyour own |
| MEETING source | where calls are recorded | your meeting or transcription tool |
| STAGE field | the opportunity stage | Opportunity.StageName |
| PAIN fields | where impact and metrics live | your custom qualification fields |
| CHAMPION test | what proves a champion is real | acts when you are not in the room |
| QUANTIFY unit | how you size pain | hoursdollarsheadcountchurn |
Everything the skill does, in full.
Takes what you learned on a discovery call and lays it out on a qualification framework, one field at a time. It captures the problem in the buyer's words, the impact and quantified pain, how they actually buy, who signs, and who is fighting for you inside. Then it does the part reps skip: it names what you still do not know and what to ask next.
- 1Score every field, name every gap
Each framework field gets one of three states: EARNED (the buyer said it, and you can quote it), ASSUMED (you inferred it, not confirmed), or MISSING. Assumed and missing are the deal risk. The output leads with them, not with the fields you already have.
- 2Problem before solution
Capture the problem in the buyer's language first, before any product talk. If you cannot write the problem as a sentence the buyer would agree with, you do not have discovery, you have a pitch.
- 3Quantify the pain
Pain without a number is a nice-to-have. Push for the metric: hours lost, dollars leaking, deals slipping, the cost of the status quo. If the number is not there yet, mark it MISSING and make it the next call's job. An illustrative example: "roughly 6 hours a week per rep on manual list building" is a quantified pain, "it is a pain" is not.
- 4Decision process and economic buyer
Map how they buy, not just who likes you. Who signs, what the steps are, what has killed a deal like this before, whether you have met the person who controls the budget. Liking you is not access.
- 5Champion versus contact
A contact takes your call. A champion sells for you when you are not there and has something to gain if this lands. Test it: have they given you something that cost them anything, an intro, a proof point, an internal date. If not, mark champion ASSUMED.
- No field scored EARNED without a quote or a specific fact behind it.
- Quantified pain is a number with a unit, or it is MISSING, never "significant."
- Champion is not marked real until they have taken one action for you unprompted.
- The gap list is ranked by deal impact, not by framework order.
DISCOVERY SCORECARD · illustrative deal Field State What we have Metrics (pain) EARNED ~6 hrs/wk/rep on manual prospecting Economic Buyer ASSUMED VP Sales named, not yet met Decision Criteria EARNED Must cut ramp time, integrate with CRM Decision Process MISSING No steps, no timeline captured Identified Pain EARNED Reps miss quota in first two quarters Champion ASSUMED Enthusiastic, no action taken yet Competition MISSING Not asked Top gaps to close next call: 1. Decision process. Get the actual steps and dates to signature. 2. Meet the economic buyer. A named VP you have not met is not access. 3. Test the champion. Ask for one internal intro and see what happens.
Where an operator takes this next.
The read is step one. Here is where an operator takes it once the manual version proves out.
Earn the field or flag it. Do that at scale and coaching gets specific instead of generic.
Connect Gong or another transcript tool so this runs the moment a discovery call ends, no copy-paste required.
Connect Salesforce so EARNED fields populate the opportunity record automatically, and gaps show up in the pipeline report as real risk.
Schedule a Claude task weekly to roll up gap types across the team, so a manager sees "champion is ASSUMED on 40% of deals" instead of one call at a time.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.