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Revenue Enablement

Discovery Question Bank

Get discovery questions for your framework

For SDRs and account executives. The decision: what do we ask on the discovery call?

Give it the discovery framework you use, such as MEDDPICC, BANT or SPICED, and get questions for each part of it, with advice for the stage of the conversation.

Try it with an exampleUse your own details

Last updated

MEDDPICC questionsMEDDPICC questions: M Metrics, E Economic Buyer, D Criteria, D Process, P Paper, I Pain, C Champion, C Competition.MEDDPICC questionsMMetricsEEconomicBuyerDCriteriaDProcessPPaperIPainCChampionCCompetition
How the answer is laid out, using the sections the tool prints.

What you get

This sample is a made up example, built from the inputs behind Fill in an example. It shows part of one section of the answer.

Questions for Head of Last-Mile Operations

Owner: the account owner with Head of Last-Mile Operations. At the next discovery meeting about our product, ask the questions below and record the buyer’s own answer, its source and the person who can approve the next step. Check: a dated answer to the first unresolved buyer question.

  • In your role in third-party logistics, which numbers do you answer for in our product, and to whom?
  • Who do you turn to first when this goes wrong in third-party logistics, and what do they say?
  • Which part of the day goes wrong most often, and what does it cost?
  • How do you measure it today, and who owns that number?

See the full example answer or run it with your own details.

Run Discovery Question Bank

You need: Framework. You can add: Prospect industry, Prospect role, Known pain points, Known metrics, Deal stage, Your solution, Gaps to fill, Your sector.

Discovery framework to use

Prospect industry for context

Role of person you are meeting with

Pain points already identified

Metrics/KPIs already discussed

Stage of conversation

Your product/solution for relevant questions

Specific information gaps to address

Optional: your company's own industry (not your customers'). When given, it decides the sector notes; when left out, the tool reads it from your words and stays neutral if they are unclear.

Example answer

Generated on 2 November 2026 from this branch, with the inputs behind Fill in an example. Your own inputs give a different result.

Revenue Enablement report

Example: Discovery Question Bank

Made with Discovery Question Bank by Helix GTM ConsultingBased on the made-up example inputshttps://revenue-enablement.gtmhelix.com/tools/discovery-question-bank/

Show the full result

Discovery Question Bank

Unanswered questions first

No explicit unanswered metric or information gap was supplied. Confirm the next missing decision with the buyer before selecting questions from the optional bank.

Context
  • Prospect Industry: Third-party logistics
  • Contact Role: Head of Last-Mile Operations
  • Deal Stage: discovery
  • Solution: our product

Sector: not clear from your inputs (name the industry for sector notes). Business model: not stated. Tell us how you charge and the plan will adjust.

Optional full question bank

Use only the sections needed after the unanswered questions above.

Opening for a discovery conversation

Say it in your own voice:

  • I would like to go deep on the problem you came to fix: where it starts, who it touches and what it costs.
  • Who else should be part of this conversation about our product, besides you?
Questions for Head of Last-Mile Operations

Owner: the account owner with Head of Last-Mile Operations. At the next discovery meeting about our product, ask the questions below and record the buyer’s own answer, its source and the person who can approve the next step. Check: a dated answer to the first unresolved buyer question.

  • In your role in third-party logistics, which numbers do you answer for in our product, and to whom?
  • Who do you turn to first when this goes wrong in third-party logistics, and what do they say?
  • Which part of the day goes wrong most often, and what does it cost?
  • How do you measure it today, and who owns that number?
  • What happens when plans change after work has started?
MEDDPICC questions
M: Metrics
  • How do you measure the number this problem moves today, and who owns that number?
  • If the problem you came to fix were fixed, which of the number this problem moves would move first, and by how much would it have to move to matter to you?
  • What does the problem you came to fix cost each month today in time, money or risk, and how did you arrive at that figure?
E: Economic buyer
  • Who signs off a purchase like our product in third-party logistics, and have they seen the problem you came to fix first-hand?
  • What would the person who signs need to see to move forward on our product?
  • Can we include the person who signs in the next conversation about our product?
D: Decision criteria
  • What would be a must-have in our product for you, and what would be nice to have?
  • How much weight do you give the number this problem moves when you compare options for our product?
  • What would make you drop an option for our product?
D: Decision process
  • What steps does a decision on our product go through in third-party logistics, and who is involved at each step?
  • What date are you working back from to have the problem you came to fix fixed, and what happens if it slips?
P: Paper process
  • What do legal, security and procurement need to see before our product can be signed, and how long does each take?
  • What would those reviewers look at hardest in our product?
I: Identify pain
  • What is not working today in our product in third-party logistics?
C: Champion
  • Besides you, who else wants the problem you came to fix fixed?
  • If I gave you a business case for our product, would you take it to the person who signs?
  • What would that person need from us to push for our product?
C: Competition
  • What do you use today instead of our product, and what do you like about it?
  • Have you considered building this yourselves, or leaving it as it is?
  • Which other vendors are you speaking to about our product?
Closing the call
  • Here is what I heard: the problem you want fixed with our product, and the decision sits with the person who signs. Have I got that right?
  • What should I have asked about our product and did not?
  • I would suggest we put a baseline on the number this problem moves before the next call. Who can give it to us?

To sharpen this, give: known pain points (it would turn the questions from the area to the pain, one statement at a time); your solution (list the parts of the product with a few words on what each does; it would add a question on each part); known metrics (it would replace the sector's usual measure with the number the prospect gave).

Suggested timings, lengths and counts: adjust them to your own.

Built by Shashwat Ghoshhttps://revenue-enablement.gtmhelix.com/tools/discovery-question-bank/

When a tool is not enough: if the decision needs more than one answer, talk it through in a call. Book 45 minutes with Shashwat.

How to read the answer

The bank opens with Unanswered questions first (reminding you to confirm the next missing decision or metric gap before picking from the full list), followed by an Opening for a discovery conversation, role-specific questions (Questions for <Prospect role>), framework questions for every letter of your chosen method (MEDDPICC, BANT, SPICED, Challenger, Gap Selling, or All), and Closing the call. If you leave Known pain points and Known metrics blank, the questions use placeholders like "the problem you came to fix" and "the number this problem moves" so you remember to ask the buyer to name them first.

What to do next

  • Founder: Use the Questions for <Prospect role> and I: Identify pain questions on early founder-led sales calls, and write down the buyer's exact words and baseline numbers.
  • CEO: Check that deals entering the pipeline have dated answers to E: Economic buyer, D: Decision process, and P: Paper process (what legal, security, and procurement need and how long each takes).
  • CMO: Review the answers reps record for M: Metrics and C: Competition across discovery calls to sharpen your website messaging and battle cards.
  • CRO: Require reps to fill in Known pain points, Known metrics, and Gaps to fill before their second call (Deep dive or Technical stage) and record a dated answer to the first unresolved buyer question in the CRM.
  • Demand generation head: Use the top role-specific questions from Questions for <Prospect role> as conversation starters in SDR cold outreach and webinar polls.

Why come back

Come back before every next-stage call (First call, Discovery, Deep dive, Technical, or Executive) and paste the pain points and metrics the buyer just shared so the bank generates targeted follow-up questions on what is still missing. The tool applies the same fixed rules every time. It does not call an AI model, and this site does not keep what you enter.

Who is the Discovery Question Bank tool not ideal for?

  • Anyone who cannot give the inputs listed above, because the answer is built only from them.
  • Teams that want the tool to read their CRM, email or call notes: it works only from what you type.
  • Anyone who wants to send the output straight to a buyer: every output is a draft for a person to review first.

How do I use the Discovery Question Bank tool with an AI assistant?

Add Revenue Enablement once (see Use it in Claude, ChatGPT or Gemini), then ask in plain words. Here is a prompt built from the tested example:

My role is not stated. Ask me for my role first. Use Revenue Enablement's Discovery Question Bank tool. framework: MEDDPICC; deal stage: Discovery; prospect industry: Third-party logistics; prospect role: Head of Last-Mile Operations; your solution: our product. If this tool is unavailable, ask me to open its web page; do not invent its output. In Gemini CLI or Antigravity, use the Helix GTM Suite skills package for related guidance, without claiming to run this connector.

How does the Discovery Question Bank tool work?

You do not need to sign in. A web browser is enough, and the answer comes back in a second or two.

  1. Fill in the form above, or press Fill in an example.
  2. Press Run Discovery Question Bank.
  3. Read the result on this page, then copy it and edit it before you use it.

It applies fixed rules in the Revenue Enablement code to the inputs above and returns text. It does not call an AI model, does not look anything up, and does not store what you type. The web form and the AI assistant connector run the same tool code, so the same input gives the same answer in both.

Previous: Deal Strategy CoachNext: ROI Business Case Builder

For developers

MCP tool name: discovery_question_bank. REST: POST https://revenue-enablement.gtmhelix.com/api/tools/discovery_question_bank with this JSON body (see How it works):

{
  "input": {
    "framework": "meddpicc",
    "deal_stage": "discovery",
    "prospect_industry": "Third-party logistics",
    "prospect_role": "Head of Last-Mile Operations",
    "your_solution": "our product"
  }
}

Choose your app

Run a Helix tool in your browser, then take the result to ChatGPT, Claude or Gemini. Connectors work with supported plans in Claude, ChatGPT, Cursor, VS Code and Windsurf. The Helix GTM Suite skills package supports Claude Code, Gemini CLI, Antigravity, Cursor and VS Code, and is available through skills.sh. Each plugin has its own installation steps, below or on its own page.

Connector setup guides · Skills package setup guide · Find the skills on skills.sh