Discovery Call Template to Structure Sales Notes

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Sales, Marketing & Finance

Discovery Call Template

Date

DD / MM / YYYY

Attendees

Names

Prospect Details

Prospect's Name: [Full Name]

Company: [Company Name]

Title and Role: [Prospect's Job Title]

Date of Call: [Date]

Sales Representative's Name: [Your Full Name]

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Small Talk

Personal Discussions:
- [Notes on any small talk or personal discussions to build rapport, e.g., hobbies, recent events]

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Understanding Current Situation

Description of Current Needs:
- [Summary of the prospect's current needs]
Current Tools/Services Used:
- [What tools or services is the prospect currently using?]
- [Why do these tools/services not fully meet their needs?]

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Challenges and Pain Points

Challenges to Overcome:
- [List the main challenges the prospect wishes to address]
Impact of Challenges:
- [How are these challenges impacting their business?]

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Goals and Objectives

Short-Term Goals:

[What does the prospect hope to achieve in the short term?]

Long-Term Goals:

[What are the prospect's long-term objectives?]

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Decision-Making Process

Key Decision-Makers:

[List of key decision-makers and their roles]

Decision Criteria:

[What are the main criteria for making a decision?]

Decision Process:

[How will the prospect make their decision (e.g., decision committee, evaluation criteria, etc.)?]

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Budget and Timeline

Allocated Budget:
- [List of budget mentions in numerical format]
Implementation Deadline:
- [When does the prospect wish to implement the solution?]

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Competitive Landscape

Considered Alternatives:
- [Other solutions the prospect is considering or using]
- [Prospect's feelings about these alternatives or comparison points]

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Solution Alignment

Key Features and Benefits:

[How does your solution address the prospect's needs and challenges?]

Unique Selling Points:

[What makes your solution stand out from the competition?]

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Next Steps

Agreed Actions:
- [List of agreed actions at the end of the call, e.g., sending additional information, scheduling a demo, etc.]
Responsible Person:
- [Who is responsible for each action?]
Timeline:
- [Deadlines for each action]
Next Contact Date:
- [Date and time of the next point of contact]

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