Template

Sales discovery call template

Learn how they work today, what they have tried, and what a good outcome is — before pitching anything.

30 minutesFor Founders and account executivesAgenda room
Change the agenda first

The agenda, with a time for each part

  1. How they handle it today8 min
    • Walk me through how you do this today.
    • Where does it take the most time?
  2. What they have already tried5 min
    • What have you already tried?
    • Why did it not stick?
  3. What a good outcome looks like6 min
    • If this worked perfectly, what would be different in three months?
    • How would you measure that?
  4. Who else decides4 min
    • Who else needs to say yes?
    • What will they ask about first?
  5. Budget and timing4 min
    • Is there a budget for this already?
    • What happens if nothing changes this quarter?
  6. The next step, with a date3 min
    • What should we do next, and on what date?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Today. They copy call notes into the CRM by hand, about four hours a week for each rep.

A good outcome. Notes in the CRM without anybody typing, and managers able to read a call in two minutes.

Who else decides. The head of sales signs; IT checks security first.

Next step. Demo with the head of sales on the 14th. Maya sends the security page today.

Running it well

Ways to change it

When they came to youShorten the first two parts. They already know the problem, so spend the time on what a good outcome is and who decides.
Cold callFifteen minutes. One question about how they do it today, one about what it costs them, and ask for the longer call.
Two people on your sideOne asks; the other only listens. Agree beforehand who speaks when.

When to skip it. When they have already asked for a price or a trial. Give them that, and ask your questions along the way.

Questions

What is the goal of a discovery call?

To learn how they work today, what it costs them and who decides — not to present. If you talked for more than a third of the call, it was a pitch.

How many questions should I ask on a discovery call?

Ten to twelve good ones in thirty minutes, with room to follow up on what they say.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

More templates

Client check-inWhat changed, how it is going against the goals you agreed, and what is next.Quarterly business review (QBR)Once a quarter with a customer: what they got for their money, what did not work, and what the next quarter is for.Customer onboarding callThe first call after somebody buys: what they want to get done, who needs setting up, and the first result to aim for.Sales demo callShow the three things they said they care about, on their own example, and agree what happens next.Vendor evaluation callYou are the buyer: the same questions for every supplier, so the answers can be compared afterwards.Sales pipeline reviewDeal by deal: what changed this week, what is stuck, and what the next step is.Weekly sales meetingThe whole sales team, once a week: the number, what was won and lost, and one thing everybody gets better at.Client kickoff meetingThe first meeting with a new client after they sign: what success looks like to them, who does what, and how you will keep in touch.

All 60 templates →

Try Meetful

Meetings that take their own notes

Free video meetings in the browser: every line of the transcript under the name of who said it, and the summary and action items when you hang up. Nothing to install — guests just open the link.

Try Meetful freeSee what it does