Process Library

Discovery Call Run-Sheet

A structured discovery call that qualifies budget, authority, need, and timeline without pitching in the first twenty minutes.

Sales 7 steps
When to use

For any first qualified call with a prospect who has shown real interest.

Trigger
Runs when: A booked discovery call with a qualified prospect

The procedure

7 steps

  1. Five minutes before: re-read the prospect profile, the last touch, and their public team or about page.
  2. Open with an invitation to describe their team and what they are actually trying to build.
  3. Listen for team size, current toolset, and pain expressed as specific incidents rather than generic complaints.
  4. Hold the pitch for the first twenty minutes.
  5. Probe with a walk-through of the last time the problem broke for them.
  6. Qualify three things explicitly: buying authority, budget cycle, and a real deadline.
  7. Close with a concrete read of what you think would help, then book the next step before hanging up.
Outputs
  • Qualification notes in the CRM
  • A disposition: pursue, nurture, or drop
  • A booked next step or an honestly closed loop
Tools
CRMScheduling linkCall notes
Note: If the prospect cannot describe a recent specific incident your product would have prevented, they are not in pain yet. Nurture, do not propose.
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Related searches
discovery call sop sales discovery script qualify prospect bant qualification sales call checklist

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