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Sales Discovery Call Template

Use this template to understand the needs and pain points faced by your prospect and their business.

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What’s inside Sales Discovery Call Meeting Template:

1 About your company💬

Questions about the prospect’s company and role.

  • Tell me about your company.
  • Tell me about your role. What do you do day-to-day?

2About your goals🚀

Questions about the prospect’s overall goals.

  • What metrics are you responsible for?
  • Tell me about your goals (financial, customer-related, operational).
  • When do you need to achieve these goals?

3 About your problem areas🤔

Questions about the prospect’s current problem areas.

  • What problem are you trying to solve?
  • Are you having problems in [area as it relates to the product]?
  • What’s the source of that problem?
  • Why is it a priority today?
  • Why hasn’t it been addressed before?
  • What do you think could be a potential solution? Why?
  • What are your primary roadblocks to implementing this plan?

4 Timeline and budget💰

Questions about the prospect’s timeline and budget.

  • What’s your timeline for implementation?
  • What’s the approximate budget for solving this problem?
  • Whose budget does the funding come from?
  • Have you purchased a similar product before?

5 Authority✋ 

Questions about who makes the final decision at the company.

  • Who else will be involved in choosing a vendor?
  • What’s the process for actually purchasing the product once you decide on it?

6 Additional questions❓

Additional questions to further qualify the lead.

  • What are potential curveballs?
  • How can I help make this easy?
  • How will this solution make your life better?
  • If you implement this solution, how do you hope things are different in one year?
  • Can I follow up with you on mm/dd?

7 Next step✅ 

Track any next steps or items that you need to follow up on.

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About the author

HubSpot

HubSpot is a leading CRM platform that provides software and support to help businesses grow better. The HubSpot platform includes marketing, sales, service, and website management products that meet companies needs at any stage of growth. Thousands of customers around the world use HubSpot's easy-to-use tools and integrations to attract, engage, and delight customers.

  • Brittany Forsyth
    Former Chief Talent Officer, Shopify

    Fellow has been a game changer for us. I love how lightweight and easy it is to use. It intuitively builds into my day-to-day rhythm, and the natural flow of Shopify, making it so much simpler to have valuable conversations.”

  • John Gleeson
    Head of Customer Success, KeepTruckin

    “I've never seen an app spread so quickly. Within a few weeks, there were hundreds of people using Fellow to follow up on the action items that inevitably come out of every meeting. It's been a game-changer for our team.”

  • Sabrina Leblanc
    Director of Sales, SurveyMonkey

    “Fellow has increased my productivity and has resulted in more collaborative 1:1s & team meetings. My team loves capturing their own agenda items. Getting prompted to add talking points is super handy when jumping from one meeting to the next.”

  • Liam Martin
    Co-founder, Time Doctor

    “Fellow has completely changed the way we manage meetings at Time Doctor. With 100+ people in 32 different countries, Fellow was one of the tools that took our remote meetings from confusion to clarity.

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