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AI Agents Are Reading Your Docs. Are You Ready?
Last month, 48% of visitors to documentation sites across Mintlify were AI agents, not humans.
Claude Code, Cursor, and other coding agents are becoming the actual customers reading your docs. And they read everything.
This changes what good documentation means. Humans skim and forgive gaps. Agents methodically check every endpoint, read every guide, and compare you against alternatives with zero fatigue.
Your docs aren't just helping users anymore. They're your product's first interview with the machines deciding whether to recommend you.
That means: clear schema markup so agents can parse your content, real benchmarks instead of marketing fluff, open endpoints agents can actually test, and honest comparisons that emphasize strengths without hype.
Mintlify powers documentation for over 20,000 companies, reaching 100M+ people every year. We just raised a $45M Series B led by @a16z and @SalesforceVC to build the knowledge layer for the agent era.
Your Discovery Process Is Costing You Deals
What Top Performers Catch in the First 10 Minutes That Others Miss
Most reps think discovery is about gathering information. Top performers know it’s about uncovering truth. And the truth usually shows up in the first 10 minutes.
Average reps spend discovery calls asking surface-level questions, running through scripts, and rushing toward the pitch. The conversation sounds productive, but critical details get missed: urgency, decision dynamics, emotional drivers, and real buying intent. That’s where deals quietly fall apart.
Because when discovery lacks depth, the rest of the sales process becomes guesswork. Reps build proposals for prospects who were never serious. They chase deals with no urgency. They mistake curiosity for commitment. Elite reps catch this early.
They listen for emotional tension. They identify whether the prospect is trying to solve a real problem or simply gathering information. They uncover what’s at stake if nothing changes. That changes the entire conversation.
Top performers also pay close attention to language. Phrases like “just exploring,” “thinking about it,” or “looking at options” signal caution. Meanwhile, buyers with real intent speak differently. They reference timelines, consequences, internal pressure, or desired outcomes. This is the difference between hearing words and hearing intent.
The best discovery calls feel less like interviews and more like strategic diagnosis. Elite reps guide the conversation with precision, uncovering what truly matters before presenting a solution. Because once the wrong deal enters the pipeline, everything downstream becomes harder.
Weak forecasts. Longer sales cycles. Lower close rates. That’s why great reps don’t rush discovery. They master it.
ACTION STEPS: Strengthen Your Discovery Calls
Focus on Intent, Not Just Information
Identify urgency and emotional investment early.Listen for Decision Language
Pay attention to timelines, consequences, and priorities.Slow Down Before the Pitch
Diagnosis must happen before presentation.Uncover the Cost of Inaction
Strong deals always have stakes attached.Qualify Ruthlessly in the First 10 Minutes
Protect your pipeline from weak opportunities.
Elite salespeople don’t chase every opportunity.
They identify the right ones early.
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I can’t believe they are practically giving this information away for free. Unbelievably worth every penny!
