Discovery Call Prep
Summarizes everything that a Customer Success Manager or Key Account Manager needs to know going into a QBR.
First impressions matter in sales. A well-prepared discovery call demonstrates professionalism, builds credibility, and uncovers the insights needed to advance the deal—but thorough preparation means researching the company, reviewing past interactions, checking for internal context, and crafting relevant questions. Most reps go into calls with incomplete information or no preparation at all.
Walking into discovery calls unprepared costs you deals. Sales reps scramble to research prospects minutes before the call, miss critical context buried in CRM notes or Slack threads, and ask generic questions that don't resonate. The result: missed opportunities to connect, longer sales cycles, and lower conversion rates from discovery to qualified opportunity.
The Discovery Call Prep Agent ensures you're ready for every conversation. Sales teams can generate a comprehensive prep summary in minutes. The agent automatically reviews CRM history, searches internal discussions, researches the company online, identifies pain points that align with your solution, and delivers a structured brief with company overview, key contacts, recent context, value opportunities, and suggested discovery questions.
What the Discovery call Prep Agent does
- Reviews CRM history by checking HubSpot or Salesforce for previous interactions, key contacts, notes, and current deal stage
- Surfaces internal context by searching Slack for team discussions, insights, or comments about the prospect
- Researches the company by running web searches to understand what they do, who they serve, company size, location, products, and recent news
- Identifies value alignment by analyzing potential pain points or goals that match Realm's capabilities, such as complex sales cycles, documentation challenges, or RFP automation
- Delivers a structured brief with one-paragraph company overview, key contacts and roles, recent relevant context (funding, launches, expansion), and potential value areas
- Provides discovery questions with 3-5 suggested talking points tailored to the prospect's business and likely challenges
Why it matters
Discovery calls set the tone for the entire sales relationship, but preparation shouldn't take hours. The Discovery Call Prep agent automates the research process, giving sales reps everything they need to have confident, relevant conversations. The result: better first impressions, more productive discovery calls, higher qualification rates, and faster progression to next steps. With Realm, every rep walks into every call fully prepared—without the manual effort.