Discovery call notes template: what to write down, filed by the part of the deal it answers
One block for each part of the deal, so you can see during the call which parts nobody has touched yet. Below: what to write down, why the name beside each line matters, and what to do with the notes afterwards.
Updated
What should I write down on a discovery call?
What the buyer said, in their words, with the name of whoever said it, under the part of the deal it answers. Skip what you said. If nobody touched a part, leave it blank rather than guess: a blank block is the question for your next call.
What goes in a discovery call notes template?
Who was in the room at the top. Then one block for each of the eight MEDDPICC letters, and for the two parts of a deal SalesWolf tracks that have no letter. Each block has room for what they said and who said it. At the bottom, what the call left open.
Download the blank notes template: Markdown.
Any number they put on the problem: what it is today, what they want it to be, and who worked it out.
The name of whoever signs off, and whether anyone on the call has talked to them about this.
What they’ll compare you on, in their words, and whose list it is.
What happens between a yes on this call and a signature, and who does each part.
Anything about their lawyers, their security people or purchasing: who looks at it, and how long it took last time.
The problem in the words they used, and what it costs them. The same problem sounds different from the person who lives with it.
Who on their side wants this fixed for a reason of their own, and anything they offered to do about it.
Anyone else they’re talking to, and whether doing nothing is still an option.
A date on their side when something happens, and what it costs them if they miss it.
What it has to do for them, in their words, before anything else counts.
Why write down who said it?
Because the same sentence means something different from different people. “The budget is there” from the person who signs is a fact. From the person who wants you to win, it’s a hope. Put a name, or at least a title, beside every line.
That column is yours to keep. On the deal, SalesWolf can tie a pain to the person who described it. Every other fact records where it came from, not who said it.
How do I take notes and still listen?
Write their nouns and numbers, not sentences. A figure, a date, a name and the word they used for the problem are what you can’t rebuild afterwards; the rest you can. When a line doesn’t obviously belong to one block, put it at the bottom and file it after the call, while you still remember who said it.
What do I do with my notes after the call?
Paste them as a debrief, with who was in the room. SalesWolf proposes what it heard, dimension by dimension, and nothing goes on the deal until you accept it. From that one call it drafts the recap and the follow-up email.
What that call becomes: the Discovery Recap. Recorded the call instead? What to do with the call transcript your recorder made.
Are call notes the same as a call recap?
No. Notes are what you write during the call, for yourself. The recap is what you write after it: what moved, who changed, what’s still open, the next steps and the email to the buyer. Your notes are what the recap is written from.
The blank for afterwards: the discovery call recap template.
SalesWolf doesn’t join the call.
Nothing listens in. It reads the notes you paste afterwards, the same way it reads a transcript.
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