Sales Discovery Call Prep Brief and Question Plan
Prepare for a sales discovery call with account research, hypotheses, a question plan, risks and a next-step ask.
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[VERIFY] is an editorial flag, not a blank to fill. Wherever the prompt shows [VERIFY], check that item against a reliable source before you use it.
Prepare me for a sales discovery call. Prospect company and person: [PROSPECT_COMPANY_AND_PERSON]. Their role and what I know about their goals: [ROLE_AND_GOALS]. What I know from public sources or earlier contact: [KNOWN_FACTS]. What we sell: [OFFER]. Call length: [CALL_LENGTH]. What I want out of the call: [CALL_GOAL]. Create a one-page brief with these headings: Call objective, What I know (facts only, with the source), What I assume (clearly labelled, to be tested), Hypotheses about their problems, Question plan (ten questions in order covering situation, problem, impact, current approach, decision process, budget and timeline, with a time budget per section that sums to the call length), Likely objections with an honest answer to each, Signals of a good fit and signals of a poor fit, Red flags to watch, Proposed next step and a fallback next step, and A two-sentence opening that states the agenda and asks for permission. Add a post-call note template with the fields Pain confirmed, Impact in numbers, Decision makers, Process, Timeline, Competition, Next step with date, and a CRM-ready summary of under 80 words. Do not invent facts about the prospect or company; if something is not in my input, put it under Assumptions to test. Keep questions open and non-manipulative. Mark any claim about their market or competitors as [VERIFY] before I use it. Add a worked example with invented details: a 30 minute call with an operations manager at a 120-person logistics firm, and show the time budget by section.
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Invented details: 30 minute call with an operations manager at a 120-person logistics firm. Time budget: opening and agenda 3 minutes; situation 6; problems 8; impact 5; decision process and timeline 5; next step 3. Total = 3 + 6 + 8 + 5 + 5 + 3 = 30. What I know: the firm advertises same-day delivery (source: their website). What I assume: late deliveries are a cost problem (to test). Question 4: "When a delivery is late, what happens next, and who deals with it?" Fit signal: they can name a cost or number for late deliveries. Red flag: no owner for the problem. Next step ask: a 45 minute follow-up with the finance lead within two weeks.
Illustrative only, made-up data. Your results will differ and must be reviewed.