BANT Discovery Call

This drill covers the full lifecycle of a BANT-focused discovery call: pre-call research, question preparation, transcript analysis, BANT scoring, and CRM logging. Designed for founder-led sales where the founder is the one on the call.

Input

• Deal record in Attio with pre-enrichment BANT scores (from bant-scorecard-setup and enrich-and-score drills)
• Cal.com booking link for scheduling
• Fireflies configured to auto-join meetings

Steps

1. Pre-call research

Pull the deal record from Attio. Review the pre-enrichment BANT scores to identify which dimensions are strong vs. weak. Focus your discovery questions on the weakest dimensions.

Query Attio for the deal:

attio.get_record({ object: "deals", record_id: "{deal_id}" })

Review: bant_budget_score, bant_authority_score, bant_need_score, bant_timeline_score. Note which are below 50 — these are your priority areas for discovery.

2. Generate a BANT question guide

Based on the gaps, generate a call prep document. Use Claude to create tailored questions:

Budget questions (if budget_score < 50):

• "What are you currently spending on [problem area]?"
• "Is there a budget allocated for solving this, or would we need to build the case?"
• "Who controls the budget for tools in this area?"
• "What's your typical procurement process for a tool at this price point?"

Authority questions (if authority_score < 50):

• "Walk me through how your team evaluates and buys new tools."
• "Who else would need to weigh in on this decision?"
• "Have you bought a tool like this before? What did that process look like?"
• "If we decided to move forward, what would the sign-off chain look like?"

Need questions (if need_score < 50):

• "What's driving your interest in solving this now?"
• "How are you handling this today? What's working and what's not?"
• "If you don't solve this in the next 6 months, what happens?"
• "How does this problem rank against your other priorities this quarter?"

Timeline questions (if timeline_score < 50):

• "Is there a deadline or event driving your timeline?"
• "When would you ideally have a solution in place?"
• "Are you evaluating other options in parallel?"
• "What needs to happen between now and a decision?"

Store the question guide as an Attio note on the deal using attio-notes.

3. Ensure Fireflies is recording

Verify Fireflies is configured to auto-join the scheduled meeting. Check via Fireflies API:

query { user { integrations { calendar_connected } } }

If the meeting is on Cal.com, verify the calendar sync is active.

4. Post-call: extract BANT signals from transcript

After the call, wait for Fireflies to process the transcript (typically 5-15 minutes). Then run the call-transcript-bant-extraction fundamental to extract structured BANT scores from the conversation.

The extraction returns:

• Per-dimension scores (0-100) with supporting quotes
• Red flags per dimension
• Authority mapping (who else is involved)
• Estimated close timeline
• Composite score and qualification verdict

5. Update CRM with discovery results

Using attio-deals, update the deal record with the new BANT scores from the discovery call. Set bant_assessment_source to "Discovery Call" and update bant_last_assessed to today's date.

Compare the post-call scores against the pre-enrichment scores. If any dimension changed by more than 20 points, log a note explaining why — this calibrates your enrichment model over time.

6. Log the call summary and next steps

Using attio-notes, create a structured note on the deal:

## Discovery Call — {date}
### BANT Assessment
- Budget: {score} — {status}. {key quote or finding}
- Authority: {score} — {status}. {key quote or finding}
- Need: {score} — {status}. {key quote or finding}
- Timeline: {score} — {status}. {key quote or finding}

### Composite: {score} — {verdict}

### Key Quotes
{2-3 most important quotes from the call}

### Next Steps
{action items extracted by Fireflies}

### Gaps to Address
{which BANT dimensions still need work and how to address them}

7. Route based on verdict

• Qualified (70+): Move deal to "BANT Qualified" stage. Schedule the next meeting (demo, proposal review, etc.) via Cal.com.
• Needs Work (40-69): Keep in "BANT Needs Work" stage. Create follow-up tasks to address specific gaps (e.g., "Send case study to help prospect build internal budget case").
• Disqualified (<40): Move to "BANT Disqualified." Send a polite nurture email. Add to a re-engagement sequence for 90 days later.

Output

• Updated BANT scores on the deal record in Attio
• Structured call notes with key quotes and next steps
• Deal routed to the correct pipeline stage
• Follow-up tasks created for any BANT gaps

Triggers

Run after every discovery call. Can also be re-run after follow-up calls to re-assess BANT scores as new information surfaces.