{
  "name": "Discovery Call",
  "description": "Deep discovery for complex deals with multiple stakeholders. Designed to surface real pain, map the buying process, and establish a mutual evaluation plan.",
  "motionType": "discovery_prep",
  "tone": ["consultative", "methodical", "curious"],
  "detailLevel": "detailed",
  "personalizationLevel": "high",
  "highlightDensity": "high",
  "customInstructions": "This call is about listening, not pitching. The goal is to understand the prospect's situation well enough to propose a solution that's undeniably relevant — or to disqualify cleanly. Take notes on every answer. Refer back to what they said earlier in the conversation.",
  "sections": [
    {
      "id": "set-the-agenda",
      "title": "Set the agenda",
      "description": "Open by framing the purpose and structure of the call. Share a mutual agenda: you'll learn about their situation, they'll understand if and how you can help. Get their buy-in on the flow before diving in.",
      "detailLevel": "brief",
      "personalizationLevel": "low",
      "highlightDensity": "low"
    },
    {
      "id": "company-and-team-context",
      "title": "Company and team context",
      "description": "Understand the prospect's organization: size, structure, growth stage, and the team relevant to the problem. Ask about their role and how decisions get made. Map who else needs to be involved.",
      "detailLevel": "balanced",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "current-situation",
      "title": "Current situation",
      "description": "Explore how they handle the problem today: tools, processes, workarounds. What's working, what isn't, and what they've already tried. The gap between current state and desired state is where your value lives.",
      "detailLevel": "detailed",
      "personalizationLevel": "high",
      "highlightDensity": "high"
    },
    {
      "id": "pain-and-impact",
      "title": "Pain and impact",
      "description": "Quantify the cost of the problem. Ask about time lost, revenue impacted, team frustration, or missed goals. Connect the pain to business outcomes. Get them to articulate the cost of inaction.",
      "detailLevel": "detailed",
      "personalizationLevel": "high",
      "highlightDensity": "high"
    },
    {
      "id": "desired-outcome",
      "title": "Desired outcome",
      "description": "Ask what success looks like. What changes if this problem is solved? What does the team or business look like 6 months from now? Get specific — vague outcomes make it hard to close.",
      "detailLevel": "balanced",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "buying-process",
      "title": "Buying process",
      "description": "Understand how they evaluate and buy: who needs to approve, what their timeline is, whether budget exists, and what criteria they'll use to make a decision. Surface any internal politics or competing priorities.",
      "detailLevel": "detailed",
      "personalizationLevel": "medium",
      "highlightDensity": "high"
    },
    {
      "id": "solution-fit",
      "title": "Solution fit",
      "description": "Based on everything you've heard, explain how your solution addresses their specific situation. Use their words. Reference their pain points directly. Present relevant proof: case study, metric, or customer story that mirrors their context.",
      "detailLevel": "balanced",
      "personalizationLevel": "strong",
      "highlightDensity": "high"
    },
    {
      "id": "next-steps",
      "title": "Next steps",
      "description": "Propose a mutual action plan: what happens next, who's involved, and by when. Get a concrete commitment — a follow-up call, a technical review, a proposal review with stakeholders. Define what a successful outcome of the next step looks like.",
      "detailLevel": "balanced",
      "personalizationLevel": "medium",
      "highlightDensity": "medium"
    }
  ]
}