SPICED Discovery

Complete SPICED profile (Situation, Pain, Impact, Critical Event, Decision) documented, deal qualified, and next action agreed

Discovery call tomorrow. You'll wing it, like last time.

Inputs

  • 🏢 Prospect company name and URL
  • 👤 Contact name and role
  • 📋 How the lead was sourced (referral, inbound, outbound)
  • 📧 Available meeting notes, emails, or prior context
  • 🎙️ Call duration (to calibrate question bank depth)

What BOB Does

  1. research-company → gather company intelligence, financials, recent news, tech stack
  2. decision-maker-mapper → map buying committee, identify likely champion and economic buyer
  3. consultative-selling → generate SPICED-structured discovery question bank tailored to prospect's industry and situation
  4. Review question bank, prioritize questions for call time available, note pre-call hypotheses
  5. Conduct discovery call using SPICED flow: Situation → Pain → Impact → Critical Event → Decision
  6. meeting-intelligence → extract SPICED components, decisions, and action items from call notes or transcript
  7. consultative-selling → score deal using SPICED scorecard, generate diagnostic brief or executive brief based on findings
  8. Review qualification score, decide next action: propose, nurture, or disqualify

Outputs

  • 📋 Question Bank.md
  • 🗺️ Decision-Maker Map.md
  • 📋 SPICED Profile.md
  • 📊 Qualification Scorecard.md
  • 📋 Executive Brief.md
Time Savings ~2-4 hours across pre-call prep, call, and post-call documentation manual → automated with agent assistance
Try It "Discovery call scheduled with a prospect — need structured preparation and a buyer-centric discovery framework"
Compounding Each run refines templates and context — 5 automated steps improve with accumulated data

Complete SPICED profile (Situation, Pain, Impact, Critical Event, Decision) documented, deal qualified, and next action agreed

This is an automated business workflow inside ThirdBrain BOB — the Business Operating Brain.