GTMcraft Plays · The Discovery Question Bank Play

Most teams keep a question list nobody opens, so discovery quality swings wildly between reps.

Play visual

discovery-question-bank-signal.html

The 90-second read

Your failure state is a document, not a system. Teams write a discovery question list, save it in a folder, and never open it again. So every rep runs their own call, and quality swings wildly across the team. The fix is not a longer list. It is a bank reps run, managers coach, and AI keeps current.

• You do not have a closing problem, you have a discovery problem.
• Deals die in the first 30 minutes when reps miss urgency and impact.
• A playbook on the shelf is a document, not a decision.
• Twenty reps means twenty processes nobody can coach against.
• SPICED gives the bank one buyer-centric spine every rep shares.

Read time: about 5 minutes. First step runnable Monday morning.

The #1 move this week

Pull five recent calls and score them against SPICED to find the gap.

The list nobody opens hides where discovery actually breaks. Reps skip urgency, skip impact, or never map the decision. You cannot fix a swing you have never measured. Score the calls first, then build the bank around the real gaps.

Start here: pull five recorded calls and one SPICED rubric. You need call transcripts and 30 quiet minutes.

Ignore this week: do not write 60 clever questions yet. Find the three gaps that cost you deals first.