Pre-call prep
Research account (5-10 min). Review prospect's LinkedIn. Check news/funding. Identify likely pain points. Set agenda.
In-call (5-part structure)
Rapport and agenda (5 min). Current state discovery (10-15 min). Pain and impact (10-15 min). Future state and decision process (10-15 min). Next steps (5 min).
Post-call
Send recap email with action items. Update Salesforce with MEDDPICC fields. Schedule follow-up. Tag stakeholders mentioned.
Frequently asked questions
What should be on a discovery call checklist?
Pre-call research, in-call structured conversation, post-call documentation in CRM.
CTA
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