Revenue Operations (RevOps) vs Discovery Call Prep

The short version

By Corey Haines (Marketing)

Design the systems that connect marketing, sales, and success into a unified revenue engine.

By Mohit Agarwal (PM Skills)

Get a research brief, smart questions, and a clear game plan before every sales call.

Defines lead lifecycle stages from subscriber to customer with clear entry and exit criteria
Builds lead scoring models that combine fit (who they are) and engagement (what they do)
Creates routing rules to get leads to the right sales rep based on territory, account, or round-robin
Sets SLAs and handoff processes between marketing, sales, and customer success teams
Designs pipeline stage frameworks with required fields and hygiene rules to prevent stale deals

Researches the prospect company — size, stage, recent news, and what someone in their role likely cares about
Writes a call hypothesis: their probable pain, why they'd care about you, and what might kill the deal
Builds a question flow that moves from context to pain to buying process without feeling like an interrogation
Defines what success looks like so you know if the call actually moved things forward
Suggests a specific next step to propose at the end of the call

You're a founder or RevOps leader setting up your first CRM and lead management system
You need to define what qualifies as an MQL and get marketing and sales aligned on it
Leads are falling through the cracks between marketing and sales and you need to fix the handoff
You want to speed up response times and build routing rules that get leads to reps faster