# Discovery Recap: blank template

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

These are the sections SalesWolf's Discovery Recap is built from. Most are written from one call you have reviewed and the facts you accepted from it; “Your next two or three moves” and “Your CRM paste” also read where the whole deal stands. A section with nothing to stand on says what it's missing instead.

How to fill it in: by hand, the same day, from your notes on this one call. In the first four blocks, write down only what somebody on their side said. Anything the call didn't settle goes under “Questions the call left open”, not into a guess.

## What came out of the call

Two or three sentences for someone who wasn't on the call: what it was, and the one thing that moved the deal. If nothing moved it, say so.

- The call: who was on it, and the day:
- What moved the deal, in their words:

## What went onto the deal

What this call put on the deal, one line each, against its letter: only what you accepted, nothing added.

| What they told you | Who said it | Letter |
|--------------------|-------------|--------|
|                    |             |        |
|                    |             |        |
|                    |             |        |

## Who's new, and who changed

Everyone this call added or changed: what changed about them, and the part they play in this deal.

| Name and title | New or changed | What changed | Their part in this deal |
|----------------|----------------|--------------|-------------------------|
|                |                |              |                         |
|                |                |              |                         |

## Questions the call left open

The questions the call raised and didn't settle, each with why it matters.

| # | The question | Why it matters |
|---|--------------|----------------|
| 1 |              |                |
| 2 |              |                |
| 3 |              |                |

## Your next two or three moves

Two or three moves, each naming who you go to and what you need from them. Weakest letter first, and a move that settles a question this call left open beats a generic follow-up.

| # | Who you go to | What you need from them | The open question it settles |
|---|---------------|-------------------------|------------------------------|
| 1 |               |                         |                              |
| 2 |               |                         |                              |
| 3 |               |                         |                              |

## The follow-up email, ready to send

Six sentences at most, to the people who were on the call: what they told you, in their words, and one next step.

[First names of everyone on the call],

Thank you for the time today. You told me [the problem, in the words they used].
You said [why it matters now, in their words].
[One more thing they said that the next step depends on. Cut this line if there isn't one.]

Would you [the one next step]? Suggest a time that works for you and I'll fit around it.

[Your name]

## Your CRM paste

Where the whole deal stands now, not only what this call changed: one line per field, for you to paste into your CRM.

- MEDDPICC_M:
- MEDDPICC_E:
- MEDDPICC_DC:
- MEDDPICC_DP:
- MEDDPICC_PP:
- MEDDPICC_I:
- MEDDPICC_C(hampion):
- MEDDPICC_C(ompetition):

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Before the next call, the questions: https://www.saleswolf.com/artifacts/discovery-brief
Where each letter stands: https://www.saleswolf.com/artifacts/meddpicc-scorecard

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