Discovery.
Confirm fit, surface the pain, and put it on the record — the exact question sequence from real calls, for both deal shapes.
How to run discovery
Discovery has two jobs: confirm the prospect fits the ICP, and surface the documented pain we know how to solve. Everything you learn lands in the deal's Attio fields — Employees, Countries, HRIS, Goals, Challenges — not just your notes. Decide which deal shape you're in by the end of the call.
The program-deal sequence (verbatim)
A consistent SPIN-like order recurs across calls. Real example, lightly cleaned:
| The question | Attio field it fills |
|---|---|
| “The use case is just milestones primarily? Any secondary use cases?” | Goals |
| “You're thinking of staying on Workday? That's the HR platform?” | HRIS |
| “Which years are you celebrating — all of them or specific ones (5/10/15/20)?” | Goals |
| “Gift cards, unbranded gifts, or branded merchandise?” | Goals |
| “Any rough budgets in mind for the 5, 10, 15, 20-year? Do they vary by country?” | Spend/employee |
| “Rough regions — anyone in Central/South America, Africa, North America, Europe, APAC?” | Employees, Countries |
| “Are you thinking of launching in January, or when roughly?” | Projected close date |
| “Who signs off — HR, Marketing, the CFO?” · “Anything you want to walk away with today?” | Decision maker |
Discovery for a switcher / bulk deal
When the prospect already has a vendor or a one-off bulk need, open wider:
- “What are you doing right now? What are you looking for?”
- “How many would you send over the course of a year?” / “That's for a $X budget?”
- “Do you do international, or just the States?” (qualify the wedge early)
- “Is everyone getting the same item, or do you want to give people choice?”
- “How are you collecting addresses?” (remote-team pain)
- “What's your timing? When would you ideally have a vendor decided?”
- “What data do you need from me to get an accurate estimate?” (for bulk quotes)
Probing budget without flinching
Reps surface budget late in the demo with a low-pressure line:
- “I'd be curious — do you have any idea what your annual or quarterly spend on these gifts is?”
- “What did you spend last year, or are you planning to spend the next 12 months, on bulk swag?”
Pain-discovery by champion
HR champions
- “How do you handle a gift for an international employee today?” — listen for: expensive, slow, stuck in customs.
- “Is your gifting connected to your HRIS, or manual?” — listen for: no automation, forgotten anniversaries.
Marketing / Event champions
- “How do you get branded swag to events on different continents?” — listen for: US-only warehouse, high cost, tight deadlines.
- “How do you track ROI on what you send?” — listen for: poor reporting.
Sales / CS champions
- “How do you personalize gifts at scale without blowing the budget?” — listen for: manual packing, scaling personalization.
Qualify as you go
- Tech or not, the boxes that matter: 100+ employees, international footprint, recurring program or repeat bulk, budget + timeline.
- Catch the hard disqualifiers early — deskless/no-email, DOB/KYC blockers, hard-ship-only footprint, pure peer-recognition.
Source: PerkUp Attio Sales list (33 deals, verified 2026-06-08) and 1,200+ deal notes (2025–2026); PerkUp recorded calls (tl;dv, May–Jun 2026). Notion — Sales & Marketing Playbooks.