Discovery Call Template

Deals are won or lost during a discovery call.

As Theodore Roosevelt once said, "People don't care how much you know until they know how much you care.” This is true.

I teach our sales reps to care about our customers and be curious about their businesses using this discovery call cheatsheet.

It details all the questions to ask at the appropriate time for each specific lead source (Inbound vs. Outbound vs. PQL).

Everyone on the team is trained and tested on the discovery call script. They can also reference this Google Sheet cheatsheet before every discovery call for a quick refresher as needed.

Initially, we were converting 1 out of every 4 discovery calls to a demo (25% conversion rate). After we implemented this Discovery Call Template, we were converting 2 out of 4 discovery calls to a demo (50% conversion rate).

We instantly doubled demos for our AEs without changing any other top of the funnel inputs.

Click "Add to Cart" to make a copy of the Google Sheet for your sales team.

Inside the Discovery Call template, you will find the following tabs:

• Discovery Call Template: This is a blank template for you to input your own discovery call questions.
• Discovery Call Example: This tab gives you inspiration for how our discovery call cheatsheet is crafted. I suspect you could copy much of what we use. If you can, get recordings of your best discovery calls and link them at the top of the training sheet. This will empower your sales reps to learn from the best.
• Bonus Go-to-Market Checklist: This is a simple checklist to do the right things in the right order when bringing B2B products to market.

Here's how to put this template to work for you to convert more calls into sales opportunities:

1. Review all tabs in the worksheet to familiarize yourself with the content.
2. Get inspiration from the example template provided.
3. Use this to inform how you customize the questions in your discovery process.
4. Incorporate discovery call training into your new sales hire onboarding and train your current team on how to use this. Don't just do this one time. It requires continuous reinforcement until they demonstrate competency.
5. Measure improvement through role plays and review call recordings to give feedback for improvement.

This small change had a major impact on our entire sales organization. I also really love this format. I have seen discovery training materials get lost in presentations, internal wikis or pdf documents. This is a single tab within our larger sales playbook Google Sheet that every sales rep bookmarks in their browser for daily reference.

It's straightforward and easy to understand. Those two characteristics tend to have a high correlation to results.

Click “Add to Cart” on the right. Then checkout to copy the Discovery Call Template as a Google Sheet.