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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> "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."
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Prompt 2 — Persona Brief> "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."
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Prompt 3 — Hypothesis Generation> "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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> "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."
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Prompt 5 — Deep Pain Questions> "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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> "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."
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Prompt 7 — Post-Call Follow-Up Email> "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."
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Prompt 8 — Call Debrief and Improvement> "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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> "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.