CRO · Framework · Intermediate · Saves 35+ hours
Discovery Call Framework
A framework for conducting effective discovery calls.
What's included
- Discovery structure
- Question frameworks
- Active listening techniques
- Note-taking system
- Next step transition
- Quality criteria
Best used when
- Training on discovery
- Improving qualification
- Standardizing sales process
- Coaching call skills
The template
The Template
DISCOVERY STRUCTURE
Discovery Call Flow
DISCOVERY CALL STRUCTURE (30 min)
OPENING (3 min):
☐ Thank them for time
☐ Confirm agenda
☐ Set expectations
"I'd like to understand your situation,
share how we might help, and determine
if there's a fit. Sound good?"
SITUATION (7 min):
☐ Current state
☐ Tools/processes
☐ Team structure
"Tell me about how you currently..."
PAIN (10 min):
☐ Challenges
☐ Impact
☐ Priority
"What's the biggest challenge with..."
"How does that impact..."
FUTURE STATE (5 min):
☐ Desired outcome
☐ Success criteria
☐ Timeline
"In an ideal world, what would..."
CLOSE (5 min):
☐ Summarize understanding
☐ Confirm fit
☐ Next steps
"Based on what you've shared..."
Question Types
| Type | Purpose | Example |
|---|---|---|
| Open | Explore | "Tell me about..." |
| Probing | Dig deeper | "Why is that?" |
| Clarifying | Confirm | "So what you're saying is..." |
| Quantifying | Size impact | "How much time/money..." |
| Confirming | Validate | "Did I understand correctly..." |
Frequently asked questions
What is the Discovery Call Framework?
A framework for conducting effective discovery calls.
Who is the Discovery Call Framework for?
It is built for CROs and their teams working on Sales Enablement. The AI coach adapts it to your company, stage, and goals.
How long does the Discovery Call Framework take to use?
It saves roughly 35+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Discovery Call Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Discovery Call Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.