Discovery Call Sprint
SEC 01Subject:
Let's turn more of your discovery calls into customers.
A 30-day coaching sprint for founders and early AEs. We review your calls, rescue deals that already stalled, and write action plans for the ones still ahead.
The discovery problem
SEC 02Deal slippage is annoyingly common in SaaS. The problem typically comes down to missing the key priority of the person you are on the phone with. Prospects tell you why they would buy. You miss the signal, change the subject, or jump into the product. The deal goes quiet.
Fit
- WHO 01
Founder-led SaaS. You still run the discovery calls yourself.
- WHO 02
Early sales teams. You have your first AEs, and the outbound machine is still thin.
- WHO 03
About to scale outbound. You want conversion fixed before you buy more volume.
- WHO 04
Meetings that stall. You can book the call. Turning it into an opportunity or cusstomer is the hard part.
Where calls break
- MISS 01
You miss the buy signal. The prospect says why they would buy. Nobody writes it down or acts on it.
- MISS 02
You change the subject. A useful thread opens. The call moves on before you close it.
- MISS 03
You pitch too early. The product shows up before the problem, the urgency, and the next step are clear.
Call review strip
REC 0114 · DISCOVERY · 32:18
Buyer named the budget owner. No follow-up asked.
Pain got clear. Call jumped to a feature tour.
Demo started before next-step criteria.
“Send me something” accepted with no date.
THREE MISSES ON ONE CALL. DEAL WENT QUIET.
Call review strip
REC 0114 · DISCOVERY · 32:18
Buyer named the budget owner. No follow-up asked.
Pain got clear. Call jumped to a feature tour.
Demo started before next-step criteria.
“Send me something” accepted with no date.
THREE MISSES ON ONE CALL. DEAL WENT QUIET.
How the sprint runs
SEC 03You record the calls. We review them, mark the misses, and train your ear to catch the next ones live. Stalled deals get a rescue plan. Live ones get an action plan. We check both every week.
- 01 RECORD
Record your discovery calls. Open deals and new ones. We work from tape on your calendar.
- 02 REVIEW
We review every call. The full set for the sprint, call by call.
- 03 MARK
We mark the moments you missed. Timestamps on signals, weak questions, and early pitches.
- 04 EAR
We train your ear. Replay the tape until you hear pull, stalls, and early pitches while the call is still live.
- 05 RESCUE
We write the rescue plan. For deals that started before we met: the re-open, the email, the next call.
- 06 FORWARD
We write the action plan. For calls still ahead: what to ask, how to position, and how the deal should move.
- 07 CHECK
We meet weekly. Progress against the baseline you picked, deal by deal.
Sprint window, days 001 to 030
= WEEKLY COACHING SESSIONSESSIONS: 5
Deal plans
SEC 04Open deals get a rescue plan. New calls get an action plan. Same job either way: name the miss, write the next move, lock a date.
- RESCUE
Deal rescue plans. For conversations that started before we worked together. We diagnose the live call, write the re-open, and map the next meeting.
- FORWARD
Action plans going forward. For new discovery calls in the sprint. Same rigor, before the deal goes quiet.
Deal rescue dossier
STALLEDMisses on the call
- 01
Missed the real project. Renewal conversion under a board date, not new-logo outbound.
- 02
Pitched the wrong supply. Multi-rep dial program after the buyer said the AE was drowning on churn calls.
- 03
No close. Ended on “I'll send a deck.” No next meeting. No date that mattered.
Rescue steps
Own the miss → second call on the renewal project → 30-day coaching on those AE calls → first ten recordings in by Monday.
What’s included
SEC 05Reviews, rescue plans, forward plans, coaching, a framework, and a scorecard. One price. Thirty days.
- DEL 01
Discovery call reviews. Every call in the sprint, end to end.
- DEL 02
Timestamped feedback. The exact moment, with a note you can play back against the recording.
- DEL 03
Missed opportunity analysis. The patterns that keep showing up across your calls.
- DEL 04
Deal rescue plans. For stalled deals that started before the sprint. Diagnosis, re-open, next meeting.
- DEL 05
Forward action plans. For discovery still ahead. What to ask, send, and lock before the call ends.
- DEL 06
Weekly coaching sessions. Live time on questioning, positioning, and deal progression.
- DEL 07
A discovery framework built for you. Drawn from your calls and your market.
- DEL 08
Improvement scorecard. Progress against the baseline metric you agree up front.
Sprint terms
Discovery → LOI · Demo · Opportunity
Picked together in scoping.
If we miss the agreed improvement target and you did the required work, you get a full refund.
Field questions
SEC 06- Q-01
Who is this for? Founders and early AEs who book meetings and lose too many of them afterward. If you need more dials, look at managed outbound instead.
- Q-02
Do I need existing discovery calls? Yes. Bring recent recordings, including stalled deals you want rescued. If you have none, we set a short window to record some before coaching starts.
- Q-03
How many calls should we review? Enough across the 30 days to see patterns. We set the number in scoping.
- Q-04
What about deals that already stalled? Those get a rescue plan: what was missed, the re-open, and the next meeting. New calls get a forward action plan.
- Q-05
What CRM or call recording software do you support? Whatever you use, as long as we can get the audio or transcript. Zoom, Gong, Chorus, Fireflies, and native dialer recordings all work.
- Q-06
Is this live coaching or async? Both. Timestamped reviews land asynchronously. Coaching sessions are live each week.
- Q-07
What metrics should we improve? We pick one baseline in scoping: Discovery to LOI, Discovery to Demo, or Discovery to Opportunity.
- Q-08
How long before we see results? Rescue work can move in the first week. We judge conversion across the full 30 days.
- Q-09
What happens after the sprint? Keep the framework and run it yourselves. Or move into outbound build, SDRs, or managed outbound.
- Q-10
How is this different from generic sales training? We coach from your calls and your deals, with timestamps. There is no classroom curriculum.
Scope the sprint
SEC 07When discovery starts converting, most teams build outbound next. That can mean hiring SDRs, standing up infrastructure, or running managed outbound and Urgency Sprints.
Final disposition:
Bring the stalled deals. We will tell you if the sprint fits.
Fifteen minutes. Fit, open deals worth rescuing, and the conversion metric we will measure.
Scope the sprint →See a rescue plan
Miss the agreed target after you do the work, and you get a full refund. Full terms on FORM DOS-DCS-01.