# The discovery call: find the real problem

> A process map exported from forks.world (https://forks.world). Author: Brian. Source: https://forks.world/p/cmv0ie6ck002hjw06ecsqu1j3
> It describes who does what, in what order, and with which technology. Read the plain-language sections first; the JSON at the end is the exact, complete data.

## Summary

- 12 steps across 1 layer
- Persona: Account executive, The buyer, Solutions engineer
- Technology / systems: CRM

## How to read this file

- A process is made of **layers**. The main layer is the top level; any step of kind `subprocess` opens a detail layer with its own lanes and steps.
- **Lanes** are either persona (people/roles) or technology (systems). Each step belongs to one lane; `using` lists tools a person uses for that step.
- Step kinds: `start`, `task`, `decision` (its arrows carry the answer as a label), `subprocess`, `end`.

## The discovery call: find the real problem

Lanes:
- Account executive: person / role (id `ae`)
- The buyer: person / role (id `buyer`)
- Solutions engineer: person / role (id `se`)
- CRM: technology / system (id `crm`)

Steps, in the order they run:

1. **Review the notes and the buyer's website** [start; Account executive; id `d1`], using CRM
   - then Open the call with an agenda and a goal
2. **Open the call with an agenda and a goal** [task; Account executive; id `d2`]
   - then Describes the problem
3. **Describes the problem** [task; The buyer; id `d3`]
   - then Dig: why does it matter, what has been tried, what does it cost?
4. **Dig: why does it matter, what has been tried, what does it cost?** [task; Account executive; id `d4`]
   - then Is there a real, painful problem with a cost attached?
5. **Is there a real, painful problem with a cost attached?** [decision; Account executive; id `d5`]
   - if "Yes" go to Map the buying team and the buying process; if "No" go to Say so honestly and offer a resource or a later check-in
6. **Map the buying team and the buying process** [task; Account executive; id `d6`]
   - then Does it need a technical deep dive?
7. **Does it need a technical deep dive?** [decision; Account executive; id `d7`]
   - if "Yes" go to Schedule a demo tailored to their pain; if "No" go to Agree the next step and date before hanging up
8. **Schedule a demo tailored to their pain** [task; Solutions engineer; id `d8`]
   - then Agree the next step and date before hanging up
9. **Agree the next step and date before hanging up** [task; Account executive; id `d9`], using CRM
   - then Send a recap email within the hour
10. **Send a recap email within the hour** [end; Account executive; id `d10`]
11. **Say so honestly and offer a resource or a later check-in** [task; Account executive; id `d5a`]
   - then Close the opportunity as not a fit
12. **Close the opportunity as not a fit** [end; CRM; id `d5b`]

```mermaid
flowchart LR
  subgraph l_ae["Account executive"]
    n_d1(["Review the notes and the buyer's website"])
    n_d2["Open the call with an agenda and a goal"]
    n_d4["Dig: why does it matter, what has been tried, what does it cost?"]
    n_d5{"Is there a real, painful problem with a cost attached?"}
    n_d5a["Say so honestly and offer a resource or a later check-in"]
    n_d6["Map the buying team and the buying process"]
    n_d7{"Does it need a technical deep dive?"}
    n_d9["Agree the next step and date before hanging up"]
    n_d10(["Send a recap email within the hour"])
  end
  subgraph l_buyer["The buyer"]
    n_d3["Describes the problem"]
  end
  subgraph l_se["Solutions engineer"]
    n_d8["Schedule a demo tailored to their pain"]
  end
  subgraph l_crm["CRM"]
    n_d5b(["Close the opportunity as not a fit"])
  end
  n_d1 --> n_d2
  n_d2 --> n_d3
  n_d3 --> n_d4
  n_d4 --> n_d5
  n_d5 -->|"Yes"| n_d6
  n_d5 -->|"No"| n_d5a
  n_d5a --> n_d5b
  n_d6 --> n_d7
  n_d7 -->|"Yes"| n_d8
  n_d7 -->|"No"| n_d9
  n_d8 --> n_d9
  n_d9 --> n_d10
```

## Full data (JSON)

```json
{
  "title": "The discovery call: find the real problem",
  "maps": {
    "m_root": {
      "id": "m_root",
      "lanes": [
        {
          "id": "ae",
          "name": "Account executive",
          "type": "person"
        },
        {
          "id": "buyer",
          "name": "The buyer",
          "type": "person"
        },
        {
          "id": "se",
          "name": "Solutions engineer",
          "type": "person"
        },
        {
          "id": "crm",
          "name": "CRM",
          "type": "system"
        }
      ],
      "steps": [
        {
          "id": "d1",
          "kind": "start",
          "lane": "ae",
          "next": [
            {
              "to": "d2"
            }
          ],
          "uses": [
            "crm"
          ],
          "label": "Review the notes and the buyer's website"
        },
        {
          "id": "d2",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "d3"
            }
          ],
          "uses": [],
          "label": "Open the call with an agenda and a goal"
        },
        {
          "id": "d3",
          "kind": "task",
          "lane": "buyer",
          "next": [
            {
              "to": "d4"
            }
          ],
          "uses": [],
          "label": "Describes the problem"
        },
        {
          "id": "d4",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "d5"
            }
          ],
          "uses": [],
          "label": "Dig: why does it matter, what has been tried, what does it cost?"
        },
        {
          "id": "d5",
          "kind": "decision",
          "lane": "ae",
          "next": [
            {
              "to": "d6",
              "label": "Yes"
            },
            {
              "to": "d5a",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Is there a real, painful problem with a cost attached?"
        },
        {
          "id": "d5a",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "d5b"
            }
          ],
          "uses": [],
          "label": "Say so honestly and offer a resource or a later check-in"
        },
        {
          "id": "d5b",
          "kind": "end",
          "lane": "crm",
          "next": [],
          "uses": [],
          "label": "Close the opportunity as not a fit"
        },
        {
          "id": "d6",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "d7"
            }
          ],
          "uses": [],
          "label": "Map the buying team and the buying process"
        },
        {
          "id": "d7",
          "kind": "decision",
          "lane": "ae",
          "next": [
            {
              "to": "d8",
              "label": "Yes"
            },
            {
              "to": "d9",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Does it need a technical deep dive?"
        },
        {
          "id": "d8",
          "kind": "task",
          "lane": "se",
          "next": [
            {
              "to": "d9"
            }
          ],
          "uses": [],
          "label": "Schedule a demo tailored to their pain"
        },
        {
          "id": "d9",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "d10"
            }
          ],
          "uses": [
            "crm"
          ],
          "label": "Agree the next step and date before hanging up"
        },
        {
          "id": "d10",
          "kind": "end",
          "lane": "ae",
          "next": [],
          "uses": [],
          "label": "Send a recap email within the hour"
        }
      ],
      "title": "The discovery call: find the real problem",
      "parent": null
    }
  }
}
```