# Discovery Brief: blank template

From https://www.saleswolf.com/artifacts/discovery-brief

These are the sections SalesWolf’s Discovery Brief is built from. In the product each one is written from the facts you’ve accepted on the deal, the meeting you tell it about, and your company knowledge base. A section with nothing to stand on says what it’s missing instead.

How to fill it in: top to bottom, before the call. Aim every question, and everything you listen for, at a letter the deal hasn't settled.

## Who's in the room

Who's coming, the day, what the call is about, the stage, and what you want this call to move.

- Who's coming (name, title):
- The day:
- What the call is about:
- Stage:
- What you want this call to move:

## Where the deal stands going in

One paragraph of what you already know that matters for these people and this call. Leave the rest out.


## What this call can close

Three to five things the deal is still missing that this call could settle, each named against its letter.

| # | What the deal is missing | Letter |
|---|--------------------------|--------|
| 1 |                          |        |
| 2 |                          |        |
| 3 |                          |        |

## The questions, in order

Six to ten, in the order you'll ask them, each aimed at something the deal hasn't answered or has only half answered.

| # | Question | Why you're asking | What a good answer sounds like | What you do with the answer |
|---|----------|-------------------|--------------------------------|-----------------------------|
| 1 |          |                   |                                |                             |
| 2 |          |                   |                                |                             |
| 3 |          |                   |                                |                             |
| 4 |          |                   |                                |                             |
| 5 |          |                   |                                |                             |
| 6 |          |                   |                                |                             |

## Questions that box out a competitor

One or two questions that get them to name a need your strengths answer, before you've said what you do.

- The question:
- The need it gets them to name:
- The strength of yours that answers it:

## What to watch for on the call

Three or four things to listen for, each one an answer that would firm up a letter still open.

| What you'd hear | The letter it firms up |
|-----------------|------------------------|
|                 |                        |
|                 |                        |
|                 |                        |

## When to walk away

One or two answers that would tell you this isn't a real deal, like no date that forces a decision, or nobody who signs.

- The answer that would end it:
- A second, if there is one:

---

The questions for every letter: https://www.saleswolf.com/meddpicc/questions
After the call, the follow-up: https://www.saleswolf.com/artifacts/discovery-recap

SalesWolf is a deal workspace for sales reps. saleswolf.com