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Sales · 11 steps · updated 3d ago

Discovery Call Framework

Qualification flow reverse-engineered from top-quartile rep calls.

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Steps

Owner · Revenue Enablement

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  1. Pre-call research

    Review account history, funding and recent product usage.

  2. Set the agenda

    Confirm time, goals and who else should be in the room.

  3. Establish current state

    Map the existing process before pitching anything.

  4. Quantify the pain

    Get a number: hours lost, revenue at risk or headcount cost.

  5. Identify the buying committee

    Economic buyer, champion and blockers by name.

  6. Test budget reality

    Ask how similar purchases were funded last year.

  7. Surface the timeline

    Anchor to a compelling event, not a vague quarter.

  8. Confirm success criteria

    What must be true 90 days after go-live.

  9. Agree the next step

    Book the follow-up on the call, never after it.

  10. Log to CRM same day

    Fields: pain, metric, committee, timeline, next step.

  11. Send the recap

    Written summary within two hours with the agreed next step.