Quotasmith
Field Manual #03
Field Manual #03

Run discovery calls that earn the second meeting. And surface the pain your manager will ask about on Friday.

The discovery structure that gets you a follow-up call by default.

PDF + Notion·30 days, apply one Field Manual·1 year of updates updates

You know this moment.

Your discovery calls feel productive but don't convert to second meetings. You can't tell why.

You walk out with 'pain' but it's the same pain every prospect mentions. Your manager can spot a generic deal from a mile away.

Your champion can't repeat what you talked about. The call didn't earn permission to move forward.

What is inside.

  • First discovery call script. 45-minute + 30-minute variants.
  • Technical discovery follow-up script. Paired with the first call.
  • Executive discovery briefing template. 30-minute CRO / CISO / CFO format.
  • 20 high-signal discovery questions categorized by motion (ent / MM / commercial)
  • Objection map for the first 90 seconds of a cold-outbound discovery
  • Post-call recap template. Auto-extract pain, champion, next step.
  • Manager pipeline-review prep. Surface specific pain in 30 seconds.

The curriculum.

  1. 01
    The first discovery call
    45 + 30-minute variants
  2. 02
    Technical discovery follow-up
    Hand-off from AE to SE
  3. 03
    Executive discovery
    CRO / CISO / CFO formats
  4. 04
    The 20-question library
    By motion + by stage
  5. 05
    Objection map, first 90 seconds
    Cold-outbound discovery
  6. 06
    Post-call recap template
    Pain, champion, next step

Who this is for.

Good fit
  • New AEs in their first enterprise role
  • SEs running technical discovery solo
  • Sales Managers running discovery coaching across a pod
  • Operators switching from SMB to mid-market or mid-market to enterprise
Not for you if
  • PLG / self-serve motion sellers. This is for human-discovery cycles.
  • Anyone allergic to MEDDPICC vocabulary. It's foundational here.
  • Operators looking for outbound prospecting scripts. Different pack.
By Anthony Day

Marine veteran. Sales Engineer to Architect Leader. Senior leader at a major CRM vendor. 15 years in the operator seat: discovery, multi-thread mapping, executive briefs, panel architecture interviews, calibration rounds. This is the playbook I built along the way.

Common questions.

Do I need to know MEDDPICC already?+
Helps but not required. The pack uses MEDDPICC vocabulary lightly. Every term is defined inline the first time it appears.
Does this work for SMB / transactional cycles?+
Less so. It's built for cycles where you have time for a real discovery conversation. SMB / PLG motions need different patterns.
Can my team use this?+
Personal use license. If your team wants to standardize on it, ping me for a team license.
The guarantee

If after using the framework on three real discoveries you don't earn a second meeting at least twice, reply for a refund.

Specific pain beats generic pain. Every time.

Or grab the Operator Bundle — all six Field Manuals plus the first Horizon Brief — for $497 founder pricing through June 30, 2026.