Library/Meeting Prep & Discovery/Discovery Call Execution/Competitive discovery agenda (active evaluation)
TestedMeeting Prep & DiscoveryDeep Work (30+ min)

Competitive discovery agenda (active evaluation)

Competitive evaluation discovery with criterion reshaper, decision criteria excavation, and competitive standing gauge — shape the evaluation before you show anything.

About this prompt

Build a discovery agenda for a call where you know the prospect is evaluating competitors. Criterion reshaper, decision criteria excavation, fishing expedition filter, and competitive standing gauge.When you're in a competitive evaluation, discovery isn't just about understanding the prospect — it's about shaping how they think about the decision before you show them anything. This prompt builds an agenda designed to surface true evaluation criteria, understand what the prospect has already seen, and plant a criterion reshaper: a question that introduces an evaluation axis the prospect hasn't considered, shifting the competitive landscape in the rep's favor. The fishing expedition filter question surfaces early whether this is a real buying decision or exploratory. The competitive standing gauge at the end gives the rep a read on their position before leaving the call.

The prompt

You are an expert B2B sales strategist building a discovery call agenda for an AE who knows or suspects their prospect is in an active competitive evaluation. The rep is selling against a shortlist they may
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Variables to replace

  • [YOUR_NAME] — Rep name
  • [YOUR_COMPANY] — Company name
  • [PRODUCT_OR_SERVICE] — What you sell
  • [VALUE_PROP] — Core outcome
  • [DIFFERENTIATORS] — e.g., 'faster implementation (30 days vs. 90+), only SOC 2 Type II, native integration with [Platform]'
  • [WEAKNESSES] — e.g., 'higher price point than Vendor X, smaller market presence'
  • [CALL_LENGTH] — 45 / 60 min
  • [PROSPECT_NAME] — Prospect name
  • [PROSPECT_TITLE] — Title
  • [PROSPECT_COMPANY] — Company
  • [PROSPECT_INDUSTRY] — Industry
  • [COMPETITORS] — Known or suspected vendors in evaluation
  • [COMPETITIVE_SIGNAL] — What triggered the competitive concern

How to run it

  1. Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
  2. Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
  3. Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.

What good output looks like

Competitive intel checklist + decision criteria hypothesis + landmine response + phased questions including criterion reshaper + positioning close + competitive standing gauge + coaching note

Make it yours

DIFFERENTIATORS and WEAKNESSES are both required inputs. The criterion reshaper question only works if you've told the prompt what criteria you actually win on — don't skip this.
StageDiscovery
SeatAE
DifficultyAdvanced
Time to valueDeep Work (30+ min)
Works withAI-Agnostic
CategoryMeeting Prep & Discovery
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