Agencies lose time when a first meeting drifts into a product pitch before the prospect's goals, budget and decision process are clear. This template gives reps a structure for a 35-minute discovery call: a 5-minute opening, 20 minutes of discovery, 5 minutes on impact and 5 minutes on next steps. It is organised into seven pages, covering business goals, audience, past work, budget, the decision process, a decision box and a make-it-yours guide.

The sample shows Willowmere Systems preparing for a first call with a fictional retail prospect, with the buyer's goals, budget and decision process filled in the way a rep would record them. Replace the opening with your own reason for the call, keep the eight questions that expose your best-fit pain, and set the evidence you need for each qualification criterion. Add your CRM field names beside each note box so entries copy over cleanly.