📖 Example DiscoveryLab Call Guide (Anonymous)

Hi there,

Here’s your SalesOS DiscoveryLab Call Guide — a fast, real-time cheat sheet for your upcoming discovery call.

🎯 Authority Snapshot

• Your Service: Sales process development to scale and structure founder-led sales—transforming agencies from spreadsheet chaos into repeatable revenue engines with playbooks, delegated roles, and optimized systems.
• Target Company: Mid-sized B2B service agency (9–12 person team).
• Contact: CEO/Founder.
• Authority Line: You help B2B service leaders fire themselves from sales by building AI-accelerated systems that replace founder dependency with scalable, documented processes.

🔍 Pain / Impact Probes (5)

1. Scaling Sales Dependency

   • “How are you currently scaling your own sales process—are you still the primary closer, or have you built a repeatable system?”

     → Follow-up: “What happens to your pipeline when you’re deep in delivery or out of the office?”

2. Systematization Gap

   • “When a prospect asks how you’ve documented your lead-to-close process, what do you show them?”

     → Follow-up: “If a deal stalls, do you have a playbook your team follows, or does it all come back to you?”

3. Complex Journeys

   • “Your clients face long sales cycles with multiple stakeholders. How are you training your team to navigate those journeys without you on every call?”

     → Follow-up: “If you brought in a new closer or SDR, what’s your onboarding process today?”

4. Founder Bandwidth

   • “If you wanted to step back from sales calls and focus 80% of your time on strategy and visibility, what would that unlock?”

     → Follow-up: “What’s the biggest risk you see in handing off sales right now?”

5. Process vs. Personality

   • “When you win big deals, how much of that comes from your personal credibility versus a repeatable process the team could run?”

     → Follow-up: “If you stepped away for a month, would your sales engine keep running?”

🎣 Market & Competitor Hooks (5)

1. “Agencies competing in your space often lose enterprise deals not because of delivery—but because their sales process can’t navigate a 10+ person buying committee without the founder.”
2. “Most agencies have systematized delivery with AI, but haven’t systematized sales. That disconnect is a liability.”