A Marketing Director lives between the strategy handed down and the team that has to execute it, and they report the results up every month. They have heard the vendor pitch that ignores both. The ones who get traction ask what they are on the hook to show their VP or CMO, and which channel keeps them up the night before that review.
What a Marketing Director actually cares about
A Marketing Director is measured on channel performance, campaign execution, and the numbers they report up. They buy to make the monthly review defensible and to free the team from manual work that does not move a metric. Prep around what they have to prove upstairs and every answer maps cleanly.
Discovery call questions for a Marketing Director
Copy the list and cut it to the six or eight that fit the deal. Lead with the question that gets at the number they own, and let the rest earn their place. Each is tagged with the MEDDICC field it fills, so your notes drop straight into the CRM.
- What do you have to report up every month, and which number is hardest to move? (Metrics)
- Where does the team spend time that does not show up in a result? (Implicate Pain)
- Walk me through how a campaign gets planned, run, and measured. (Decision Process)
- Which channel are you most and least confident in right now? (Metrics)
- When a number misses, what is the usual reason you give upstairs? (Implicate Pain)
- What have you tried to fix it, and why did it not hold? (Competition)
- If the team had ten hours back a week, where would they go? (Implicate Pain)
- If something improved the number, how does it get approved? (Decision Process)
- Who signs off: your VP, the CMO, finance? (Economic Buyer)
- What would make next month's review easy to present? (Metrics)
- Who on the team would own it day to day? (Champion)
Do not read the whole list. Pick six, open on what they report upstairs, and let the answers pull the rest. The prompt below tailors these to a real account.
Generate these for your exact account
The list is the floor. The call is won by grounding each question in their actual channels and their reporting cadence, which you get from their site and recent work. That is the prep that never fits before a packed calendar. Hand it to Claude.
You are prepping me for a discovery call with a Marketing Director at {{company}} ({{company URL}}).
First, read their website: what they sell, who they sell to, how they go to market, and any public signals about their priorities right now.
Then take the discovery questions below and, for each one, swap the generic blank for something specific to {{company}} and this Marketing Director's world. Keep every question mapped to its {{MEDDICC}} field. Cut the list to the 8 that best fit this deal, sequence them broad to specific, and flag the ONE question most likely to surface a real gap I can act on.
Use only what you can read or reasonably infer, and mark anything inferred so I do not assert it as fact on the call.
QUESTIONS:
{{paste the list above}}Generate this for any account
- Discovery call prep skill →The Claude skill that tailors this whole list to a specific account and your framework (MEDDICC, BANT, SPICED).
- Sales discovery questions prompt →The copy-paste prompt version, tailored to the deal in front of you.
Frequently asked questions
What should you ask a Marketing Director on a discovery call?
Start with what they are accountable to report up and which number is hardest to move. A Marketing Director sits between strategy and execution, so questions about channel performance, team bandwidth, and the monthly review land. Keep it to six or eight and tie each answer to a qualification field.
How many discovery questions should you ask a Marketing Director?
Six to eight. They are busy running programs, so a tight, specific conversation beats a long one. Lead with the reporting pressure and the channel they are least sure about, then let the discussion pull out the rest.