1. Is there evidence that the rep conducted research about the prospect before the call?

• Answer Type: Yes/No/N/A
• Description: Look for mentions of company info, recent news, or personal details that show preparation.

2. Did the rep set an agenda for the call?

• Answer Type: Yes/No/N/A
• Description: Clear outline of discovery goals and structure at the beginning of the call.

3. Situation Questions: Did the rep ask about the current situation?

• Answer Type: Yes/No/N/A
• Description: Questions about current processes, tools, and context.

4. Problem Questions: Did the rep uncover specific pain points or challenges?

• Answer Type: Yes/No/N/A
• Description: Questions that expose difficulties, dissatisfactions, or problems.

5. Implication Questions: Did the rep explore the consequences of these problems?

• Answer Type: Yes/No/N/A
• Description: Questions that make the prospect realize the seriousness of their problems.

6. Need-Payoff Questions: Did the rep ask questions about the value of a solution?

• Answer Type: Yes/No/N/A
• Description: Questions that get the prospect/client to describe the benefits and value of a solution in their own words.

7. How effectively did the rep identify compelling events or timelines?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A