discovery-calls-20-videos

# /discovery-calls This skill was built from the transcripts of the 20 most-watched videos on sales discovery calls from the last 6 months (since 2026-03-14). Together they have 68,064 views and 105,310 words. From them, 480 pieces of advice were extracted, and 444 were kept because their verbatim quote was found in the transcript. Those kept pieces group into 166 distinct themes. The number next to each rule is how many of the 20 videos say it. Sources are in sources.md. The most repeated rule reached 10 of 20. Treat the weights as odds, not laws. ## Inputs 1. What you sell, who you sell it to, and the outcome it delivers. 2. What you already know about the prospect: company, role, who will attend, and how they found you or reached out. 3. The call's length and the next step you want by the end, such as a second meeting, a proposal or a close. 4. Any pre-call form answers, notes or a recording of a past call, if you have them. Refuse to invent the prospect's numbers, pains, stakeholders, timeline or buying process. Mark each one as a question to ask on the call. ## The rules, by weight ### Strong (6 to 10 of 20) - **Probe past surface answers to find the real underlying problem.** (10/20) Go four layers down on one question, not four different questions: "Why? What usually happens there?" or "Tell me a time you went through this." - **Understand their situation and goals before pitching anything.** (8/20) Don't pitch from minute two. Try: "Tell me a little bit about you...