# Discovery call notes: blank template

From https://www.saleswolf.com/guides/discovery-call-notes

How to fill it in: during the call, write what they said, in their words, and who said it, in the block it belongs to. If you can't tell where a line goes, put it under “Still open” and file it after the call. Leave a block empty rather than guess: an empty block is a question for the next call.

- Account:
- Date of the call:

## Who was in the room

| Name | Title | Their part in this deal |
|------|-------|-------------------------|
|      |       |                         |
|      |       |                         |
|      |       |                         |

## M · Metrics

Listen for: Any number they put on the problem: what it is today, what they want it to be, and who worked it out.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## E · Economic Buyer

Listen for: The name of whoever signs off, and whether anyone on the call has talked to them about this.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## D · Decision Criteria

Listen for: What they’ll compare you on, in their words, and whose list it is.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## D · Decision Process

Listen for: What happens between a yes on this call and a signature, and who does each part.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## P · Paper Process

Listen for: Anything about their lawyers, their security people or purchasing: who looks at it, and how long it took last time.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## I · Identify Pain

Listen for: The problem in the words they used, and what it costs them. The same problem sounds different from the person who lives with it.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## C · Champion

Listen for: Who on their side wants this fixed for a reason of their own, and anything they offered to do about it.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## C · Competition

Listen for: Anyone else they’re talking to, and whether doing nothing is still an option.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## Compelling Event (not a MEDDPICC letter)

Listen for: A date on their side when something happens, and what it costs them if they miss it.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## Required Capabilities (not a MEDDPICC letter)

Listen for: What it has to do for them, in their words, before anything else counts.

| What they said, in their words | Who said it |
|--------------------------------|-------------|
|                                |             |
|                                |             |

## Still open

| # | The question | The block it belongs to |
|---|--------------|-------------------------|
| 1 |              |                         |
| 2 |              |                         |
| 3 |              |                         |

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After the call, the recap and the follow-up email: https://www.saleswolf.com/artifacts/discovery-recap

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