Discovery Call Template

Discovery Call Notes

Situation — Understanding Their World

Capture the prospect’s current state. What tools, processes, and team structure do they have today?

• What does your current workflow look like for [process]?

• How large is the team involved in this?

• What tools are you using today?

• How long have you been doing it this way?

Notes:

Problem — Identifying Pain Points

Dig into what’s not working. Look for friction, frustration, and inefficiency.

• What’s the biggest challenge with your current approach?

• Where do things break down or slow down?

• How often does this problem occur?

• What feedback do you hear from your team about this?

Notes:

Implication — Quantifying the Impact

Help the prospect realize the true cost of inaction. Connect their problem to business outcomes.

• What happens when this problem isn’t solved?

• How does this impact revenue, efficiency, or morale?

• How much time/money does this cost per month?

• What’s the opportunity cost of not addressing this?

Notes:

Need-Payoff — Envisioning the Solution

Let the prospect describe their ideal outcome. Align your solution to their vision.

• If you could solve this, what would that look like?

• How would your team’s day change?

• What metrics would improve?

• What would make this a successful investment for you?

Notes:

Next Steps