Discovery Call Agenda: Benefits & Free Template

Discovery Call Agenda: Benefits & Free Template

“A discovery call is like a first date—your chance to make a great impression, build trust, and uncover shared goals.”

Every sales conversation starts with a critical step: the discovery call. Done right, it lays the groundwork for a strong relationship, establishes credibility, and sets the stage for a successful deal. But without a clear agenda, you risk wandering off course, wasting time, or failing to address the buyer’s real pain points.

This blog will show you how to structure your calls effectively, provide practical tips, and share a reusable Discovery Call Template that you can customize for your sales needs.

Why is a Discovery Call Agenda Critical?

Think of a discovery call as building a bridge. Without structure, the conversation can falter, leaving gaps that the buyer notices—and that competitors can exploit. A clear agenda ensures every call builds a solid foundation of trust and understanding while moving your buyer closer to a solution.

The primary goals of a discovery call are:

• Build rapport: Establish trust early and set a collaborative tone.
• Uncover needs: Understand the buyer’s pain points and desired outcomes.
• Qualify opportunities: Determine if the lead is a good fit for your solution.
• Create alignment: Identify how your offering can address their goals.

Benefits of Using a Discovery Call Template

A structured Discovery Call Template offers several advantages:

1. Maximizes Efficiency: You focus on high-value questions and discussions, avoiding unnecessary detours.
2. Boosts Buyer Confidence: An organized approach shows professionalism and expertise.
3. Improves Outcomes: By covering key points systematically, you’re more likely to identify actionable next steps.

For additional tips on structuring calls, check out HubSpot’s guide to Discovery Calls.

The Ideal Discovery Call Agenda

Here’s a proven 3-part structure for your discovery calls:

1. Set Expectations (5 minutes)
   Start by outlining the purpose of the call, setting a collaborative tone, and asking for permission to explore challenges.
   
   • Example: “This call is about understanding your current challenges and discussing how we can help address them.”
2. Explore & Diagnose (20-25 minutes)
   Use open-ended questions to uncover pain points, decision-making processes, and success metrics.
   
   • Examples:
     
     • “What’s your biggest challenge in achieving your quarterly targets?”
     • “What does success look like for you?”
     • “How do you evaluate tools or solutions like ours?”
3. Define Next Steps (5-10 minutes)
   Summarize key findings and align on what comes next.
   
   • Example: “Based on this conversation, the next step is scheduling a demo to showcase how we can address [pain point]. Does next week work for you?”

For more inspiration, check out Salesforce’s blog on Best Practices for Discovery Calls.

The Customizable Discovery Call Template

This template is designed to be reusable and flexible, so you can tailor it to each call:

Discovery Call Agenda Template

1. Call Preparation:

• Objective of the call: (e.g., “Understand the buyer’s goals and challenges”)
• Research key points:
  
  • Buyer’s company size and industry
  • Recent news or milestones (e.g., funding, acquisitions)
  • Known challenges or goals

2. Agenda Breakdown:

3. Follow-Up Plan:

• Key takeaways: (e.g., “Buyer’s top challenge is [specific pain point].”)
• Next steps: (e.g., “Schedule a demo with [specific features] tailored to their goals.”)

Download this template here: Discovery Call Template.

Pro Tips for Running Effective Discovery Calls

1. Make It About Them: Use phrases like “Tell me more about…” to keep the conversation focused on the buyer.
2. Use Silence Strategically: After asking a question, give the buyer time to think and respond.
3. Avoid Overloading With Features: Focus on outcomes and how your solution solves their challenges.

For more strategies, check out another article on Discovery Call Techniques.

Empower Your Discovery Calls with Pepsales

Pepsales’ Discovery Copilot takes your discovery calls to the next level. It automates note-taking, provides actionable insights, and helps you personalize next steps—all in real time.

No more juggling between tools or scrambling to capture every detail. With Discovery Copilot, you can focus on building relationships while the AI takes care of the heavy lifting.

Ready to transform your discovery calls?
Explore Discovery Copilot.

Conclusion

Discovery calls are the cornerstone of a successful sales process. With the right agenda, clear goals, and actionable templates, you can engage buyers effectively and close deals faster. Use our Discovery Call Template to streamline your calls and see immediate results.

‍