Pain Discovery Framework

Create a pain discovery template in a spreadsheet with columns: Pain Type (inefficiency, revenue loss, compliance risk, manual work), Description, Quantified Impact ($/time), Frequency, Owner, Urgency (1-5).

Select 5 active discovery calls; prepare 5-7 pain discovery questions: "What's your biggest challenge with [process]?" "How much time does your team spend on [task]?" "What does [problem] cost you per month?" "What happens if you don't solve this?"

Set pass threshold: uncover >=3 quantified pain points per prospect for >=3 prospects within 1 week, and quantified pain >=5x your product's cost.

During calls, ask open-ended pain questions, then drill into impact: "You said 10 hours/week—at $100/hour, that's $4K/month. Is that accurate?" Validate and document numbers.

After each call, fill out pain template; categorize each pain point and calculate annual cost impact; share summary with prospect for validation.

Log pain points in Attio with custom fields for pain_type, quantified_impact, and urgency_score; track total pain value per opportunity.

In PostHog, create events for pain_discovered and pain_quantified with properties for pain type, value, and discovery stage.

Test whether prospects with >=3 quantified pains progress faster to proposal stage than prospects with vague or unquantified pains.

After 1 week, analyze: did you uncover >=3 quantified pains for >=3 prospects? Is total pain >=5x your pricing? If yes, pain discovery is working.

If threshold met, document pain questions and quantification method, then proceed to Baseline; otherwise refine questions to surface quantifiable impact.