Discovery Call Prep vs Financial Due Diligence

Discovery Call Prep

By Mohit Agarwal (PM Skills)

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

Financial Due Diligence

By Mohit Agarwal (PM Skills)

Build a complete financial review framework for any investment, acquisition, or partnership.

Discovery Call Prep

• 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

Financial Due Diligence

• Creates a tailored document request list covering financials, revenue, costs, cash, debt, and tax
• Generates key analytical questions about revenue quality, margins, cash conversion, and liabilities
• Provides a red flags checklist highlighting common warning signs like customer concentration or aggressive accounting
• Outputs a summary assessment template to rate revenue quality, margin sustainability, cash generation, and overall risk

Reach for Discovery Call Prep when…

• You have a discovery call with a new prospect and want to show up with context
• You're doing founder-led sales and need structure so every call gets better
• You want to ask smarter questions instead of pitching too early
• You need to qualify whether this lead is real or just 'sounds interesting'

Reach for Financial Due Diligence when…

• You're evaluating an acquisition target or investment opportunity and need to know what financial info to request
• You're vetting a major supplier or partner and want to assess their financial stability
• You're preparing for a board meeting or investor discussion and need a structured financial review framework
• You need to understand financial health but don't have a finance background