AI Prompts for Discovery Calls

AI Prompts for Discovery Calls

Discovery is the highest-leverage part of the SaaS sales cycle — and the most under-prepared for.

These AI Prompt are designed to make every stage of the discovery process sharper: pre-call research, in-call question generation, MEDDPICC gap analysis, and post-call follow-up. Use them as templates and adapt the bracketed variables to your deal.

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Pre-Call: Company and Persona Research

> "Give me a concise brief on [Company Name], a [industry] company.

Include:

1. What they do in 2–3 sentences

2. Who their customers are

3. Their likely GTM motion (PLG / sales-led / hybrid)

4. Any notable news or changes in the last 12 months

5. 3–5 business challenges they're likely facing related to [your product category]

Be specific. No filler."

>

> "I'm meeting with [Name], [Title] at [Company].

Tell me:

1. What someone in this role typically cares about in 2026

2. What their main KPIs and pressures usually are

3. How they typically get involved in buying decisions for [product category]

4. 3 questions I can ask to quickly understand their specific priorities.

Keep it concise and role-specific."

>

> "Based on what I know: [Company] is a [stage / industry / size] company, and I'm selling [product] to [title].

Generate 5 specific hypotheses about problems they might have that my product can help with. For each, suggest one discovery question to test whether the hypothesis is true."

>

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During-Call: Question Banks by MEDDPICC Element

> "Generate 2–3 discovery questions for each MEDDPICC element for a SaaS AE selling [product description] to [persona] at [company type/stage].

Elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition.

Questions should feel conversational and not like a checklist. Prioritise questions that uncover multiple signals at once."

>

> "I want to go deeper on the pain element in a MEDDPICC discovery call.

The prospect mentioned: [pain point in their words].

Generate 5 follow-up questions that help me understand:

• The business impact in measurable terms

• Who owns the problem and who feels it

• How long it's been an issue and what's been tried

• What the cost of inaction is."

>

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Post-Call: Gap Analysis and Follow-Up

> "Here are my notes from a discovery call: [paste notes].

Map what I know to each MEDDPICC element and rate coverage: Strong / Partial / Missing.

For each Missing or Partial element, suggest the best question to ask in the next conversation to fill the gap."

>

> "Write a post-discovery follow-up email.

Context:

• Company: [Company]

• Prospect: [Name, Title]

• Pain points they mentioned: [list]

• Metric or outcome they care about: [specific metric]

• Open questions or next steps: [list]

Format: short, professional, concrete. Recap their words not mine. Clear single CTA. Under 150 words."

>

> "Here is a summary / transcript of my discovery call: [paste].

1. What discovery gaps are there — what did I miss?

2. Was there a moment where I moved too fast (to demo, to pricing, to next steps)?

3. What would a stronger version of that call have looked like?

4. What should I prioritise in the next meeting based on what I learned?"

>

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For Managers: Call Coaching Prompts

> "Here is a call transcript or summary from one of my reps: [paste].

1. Rate their discovery quality on a scale of 1–10 and explain why

2. Which MEDDPICC elements were well covered and which were thin?

3. Name 2 specific moments in the call the rep should have handled differently

4. Write 3 coaching questions I can use in our next 1:1 without telling them the answers."

>

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About the Author

Alex Margarit, Sales AI Expert, SaaS Sales Leader, BMC, ServiceNow, Docusign — 25+ years in SaaS sales.