The Ultimate B2B SaaS Sales Discovery Call Agenda Guide: Templates, Best Practices, and Expert Tips

‍

Sales Manager (Alex): “So, how’d the call go with that enterprise prospect?”
Sales Rep (Jordan): “Meh. I kinda rushed it. I went into pitch mode too early and didn’t get much insight from them.”
Sales Manager (Alex): “Yep, sounds like you skipped the discovery dance. Let’s work on your call agenda so you’re leading the convo, not just reacting.”

Introduction

‍Discovery calls are where sales magic begins. According to Gong.io, effective discovery calls can increase your win rates by over 20%. Yet, too many sales reps wing it—diving into product features before understanding the buyer’s world. The result? Missed opportunities.

This guide gives you everything you need to structure your discovery calls like a pro.

In this guide, you’ll get:

• Proven discovery call agenda templates
• Industry-specific agenda variations
• Visual frameworks and downloadable resources
• Best sales discovery questions to qualify leads and build trust

Let’s dig in.👇

What is a Discovery Call Agenda?

Understanding the Discovery Call Agenda and Its Importance

A discovery call agenda is a structured plan sales reps use to navigate conversations with prospects. Rather than leaving the call to chance, an agenda keeps you focused on the right areas.

Why It Matters:

• Structure = Better Insights: Sales reps using agendas gather 39% more buyer intel.
• Faster Qualification: Quickly spot whether a lead is worth your time.
• Scalable Consistency: Standardized processes keep the whole sales team aligned.

Key Components:

• Rapport-building
• Pain point discovery
• Discovery sales questions
• Qualification questions
• Value alignment
• Agreement on next steps

💡 Pro Tip: Tailor your agenda by deal stage, buyer persona, or industry vertical.

Pre-Call Preparation: Setting the Foundation

Essential Pre-Call Research

Before you hit "Join Call," spend 15–20 minutes doing intel gathering.

✅ Discovery Call Preparation Checklist:

• Company background & funding history
• Stakeholders & LinkedIn intel
• Recent news & industry trends
• Known tech stack or CRM
• Competitor positioning

Personalized Call Objectives

Discovery Call Agenda Templates

Proven Discovery Call Agenda Templates for Different Scenarios

1. B2B SaaS Discovery Call Template

• Intro + rapport (2 mins)
• Set agenda (1 min)
• Company background + goals (5 mins)
• Pain point exploration (7 mins)
• Toolset + process (5 mins)
• Next steps + alignment (5 mins)

2. Enterprise Sales Template

• Stakeholder mapping
• Procurement process
• Competitive evaluation
• Custom KPIs

3. Service-Based Business Template

• Business model review
• Goals & constraints
• Budget + timeline

Discovery Call Agenda Example

1. Introduction & rapport (2 mins)
2. Agenda agreement (1 min)
3. Business context (5 mins)
4. Challenges discussion (10 mins)
5. Impact & urgency (5 mins)
6. Fit & next steps (7 mins)

Structuring Your Discovery Call

The Perfect Structure for High-Converting Discovery Calls

1. Opening (90–120 seconds)

• Build rapport
• Align on agenda and expectations

2. Middle: Information Gathering

Use tried-and-true frameworks:

• SPIN (Situation, Problem, Implication, Need-payoff)
• CHAMP (Challenges, Authority, Money, Prioritization)

3. Closing

• Summarize pain points
• Reconfirm value match
• Align on next steps

Time Management Tips:

🎯 Tip: Always leave time for next steps and confirming alignment. A rushed exit can undo all the rapport you built earlier.

Essential Discovery Call Questions

High-Impact Discovery Call Questions That Uncover Real Needs

Setting the Stage

"Can you walk me through your current setup?"

Problem Discovery

"What challenges pushed you to start exploring options?"

Impact Assessment

"How does this issue affect productivity or revenue or cost?"

Solution Exploration

"What would an ideal solution look like to you?"

Qualification

"Who else is involved in the buying decision?"

Follow-Up Questions That Dig Deeper

• "Can you give a specific example?"
• "How long has this been a priority?"
• "How do you define success for this initiative?"

These are some of the best sales discovery questions to move beyond surface-level talk.

Discovery Call Best Practices

Expert-Backed Discovery Call Best Practices

• Active Listening: Use reflective phrases like, “That’s interesting—tell me more.”
• CRM Note-Taking: Use integrated tools like Pepsales AI, Gong, Salesforce, or HubSpot.
• Handle Objections Early: Don’t deflect—understand.
• Be Human: Approach each call with curiosity, not a pitch.

Implementing a Proven Discovery Call Framework

Choose one framework and make it part of your playbook. Whether it’s MEDDIC, MEDDPICC, BANT, or SPIN, consistency is key. The following references:

--> MEDDIC Sales Methodology: For an in-depth exploration of the MEDDIC framework, refer to Salesforce's guide, which outlines how this methodology aids sales teams in focusing on the most promising leads by understanding the customer's buying experience and needs.​
--> MEDDPICC Sales Framework: To understand the MEDDPICC methodology and its application in qualifying and managing sales opportunities, consult Qwilr's detailed breakdown.​Revenue+4Competitor Proposals+4meddpicc.net+4
--> BANT Sales Framework: For insights into the BANT framework, which helps salespeople determine whether a potential customer is a good fit based on budget, authority, need, and timeline, see Salesforce's explanation.​Mindtickle+7Salesforce+7HubSpot Blog+7
--> SPIN Selling Methodology: To learn about the SPIN selling technique, which focuses on asking pointed questions to uncover customer needs and create a solution-based sales process, review Pipedrive's summary.​Job Search | Indeed+2Pipedrive+2Reddit+2

Measuring Discovery Call Success

Key Metrics to Track Discovery Call Effectiveness

Conversion Metrics:

• Discovery calls → Opportunities
• Calls to proposal ratio

Quality Metrics:

• Volume and clarity of notes
• Specificity of pain points uncovered

Efficiency Metrics:

• Prep time vs. outcome
• Average call duration

Discovery Call Scorecard Example

Common Discovery Call Mistakes to Avoid

• Talking more than listening
• Skipping call research
• Asking yes/no questions
• Jumping to solutions too fast
• No follow-up or summary

Post-Discovery Call Process

Post-Call Summary Best Practices

Send a written summary within 24 hours:

• Confirm pain points
• Outline potential solutions
• Highlight next steps

Use tools like Pepsales AI to get meeting summary automatically without any manual work 

Follow-Up Email Template

Subject: Great Connecting Today – Follow-Up & Next Steps

Hi Ravi,

Thanks for your time today! It was a pleasure speaking with you and learning more about your goals at Technovate Solutions.

Here’s a quick summary of what we discussed:

Key Takeaways:

• Your team aims to streamline the lead qualification process over the next quarter.
  
  
• Current challenge lies in tracking prospect engagement effectively across platforms.
  
  
• Interested in exploring AI-driven insights for improving conversion rates.
  
  

Next Steps:

• We'll schedule a customized demo showcasing how Pepsales can support your sales workflow.
  
  
• I’ll send a calendar invite for Thursday at 3 PM IST—please let me know if another time works better.
  
  
• Post-demo, we can review potential onboarding timelines and address any team-specific queries.
  
  

Looking forward to continuing the conversation and helping you achieve your targets!

Best regards,
‍Sneha Mehta
Sales Consultant
Pepsales.ai
sneha@pepsales.ai | +91 98765 43XXX

CRM Documentation

• Use tags and activity logs
• Attach summary notes
• Log pain points and priorities

Many sales reps have do to manual CRM updates today. Sales Leaders can invest in Conversational Intelligence software like Pepsales.AI to integrate with the CRM of their choices saving at least 5 hours per week of their sales reps. 

CTA- Useful Resources

• 📥 Download Discovery Call Template PDF
• 📊 Download Discovery Call Scorecard
• ⚙️ CRM Setup for Discovery Calls

📥 Discovery Call Agenda Templates (PDF Format)

1. B2B SaaS Discovery Call Template

Call Duration: 25 minutes
Use Case: For SaaS companies selling to SMBs or mid-market clients

Agenda Breakdown:

1. Intro & Rapport Building (2 mins)
Start with a friendly tone. Reference something from LinkedIn or previous convos. Make it human.

2. Set Agenda (1 min)
"Here's what we’ll cover today: a quick intro, learn more about your current setup and goals, explore challenges, and see if there’s a fit. Sound good?"

3. Company Background & Goals (5 mins)
"Can you tell me about your team and what you’re working toward this year?"

4. Pain Point Exploration (7 mins)
"What challenges are slowing things down right now?"
"How are those impacting your workflow or growth?"

5. Toolset & Process (5 mins)
"What tools are you using today to solve this?"
"What does your current process look like?"

6. Next Steps & Alignment (5 mins)
"Would it make sense to schedule a follow-up to go deeper or bring in other stakeholders?"

2. Enterprise Sales Discovery Call Template

Call Duration: 45–60 minutes
Use Case: For reps working on high-ticket, multi-department deals

Agenda Breakdown:

1. Stakeholder Mapping
"Who else is involved in the decision-making process?"

2. Procurement Process
"What does your typical buying process look like for tools like ours?"

3. Competitive Evaluation
"Are you evaluating any other vendors currently?"

4. Custom KPIs & ROI Drivers
"What would success look like six months from now if we worked together?"

5. Timeline & Budget Check
"Is there a set timeline or fiscal window we need to consider?"

6. Technical Fit & Integration Needs
"Do you need us to integrate with existing systems or data flows?"

3. Service-Based Business Discovery Call Template

Call Duration: 30–45 minutes
Use Case: For agencies, consultants, or service providers

Agenda Breakdown:

1. Business Model Review
"Can you walk me through your business model and target customers?"

2. Goals & Constraints
"What are your goals for this quarter or year? What’s holding you back?"

3. Budget & Timeline
"Do you have a set budget or ideal launch date in mind?"

4. Pain Points & Expectations
"Have you worked with providers like us before? What worked? What didn’t?"

5. Fit Assessment
"Based on what we’ve discussed, I believe we can help with X. Would you like to explore a proposal or roadmap next?"

Discovery Call Scorecard Template

What It Is:
‍
A scoring system to evaluate the quality and effectiveness of your discovery calls. It helps sales teams benchmark performance, identify coaching opportunities, and ensure consistency across reps.

🔍 How to Use the Scorecard:

• After every discovery call, rate each section using a 1–5 scale (1 = Poor, 5 = Excellent).
  
• Use scores to provide feedback in 1:1s or pipeline reviews.
  
• Spot trends across calls for team-wide optimization.
  
  

✅ Scorecard Template

Why It Helps:

This scorecard provides a repeatable way to assess discovery call quality, foster self-awareness in reps, and improve call outcomes with data-driven coaching.

⚙️ CRM Setup for Discovery Calls

What It Is:
A streamlined CRM configuration designed to support discovery call workflows—from research to note-taking and follow-up. When your CRM is optimized for discovery, reps can focus on the conversation instead of scrambling to find info or manually log notes afterward.

 Key Elements of an Effective CRM Setup:

1. Custom Discovery Fields

• Pain Points Identified
  
• Business Goals
  
• Decision-Maker Name + Role
  
• Timeline + Budget Range
  
• Objections Mentioned

🎯 Why it matters: These fields keep insights searchable and actionable.

2. Pre-Call Research Section

Include pinned notes or checklist fields in the CRM to remind reps to research:

• Company background
  
• Industry trends
  
• Stakeholder profiles
  
• Current tools/tech stack
  
  

📌 Pro Tip: Use integrations like LinkedIn or Clearbit to auto-pull prospect data.

3. Discovery Call Notes Template

Add a structured note-taking template directly into your CRM activity log (e.g., in HubSpot, Salesforce, Pipedrive):

[Rapport Notes]

[Business Goals]

[Pain Points]

[Current Process / Tools]

[Decision-Making Process]

[Objections]

[Next Steps]

‍

🗂 Why it matters: Keeps notes consistent across your team and ready for handoff.

4. Post-Call Task Automation

Set up CRM workflows that:

• Trigger a follow-up email draft
  
  
• Create a task for SDR/AE handoff
  
  
• Add the lead to a nurturing sequence if not ready to buy
  
  

⚡ This ensures no lead slips through the cracks.
‍

Why It Helps:
‍
A solid CRM setup transforms discovery calls from isolated conversations into scalable, repeatable processes. It ensures your team captures critical insights, follows up with precision, and builds pipeline predictably.

How does Pepsales AI help you with Sales Discovery Calls Agenda?

Running high-impact discovery calls consistently is no easy task. Between prepping, researching, and capturing insights, reps often fall into a reactive mode. That’s where Pepsales AI’s Discovery Copilot comes in—your personal sales assistant designed to help you lead smarter, more strategic conversations.

Here’s how it helps 👇

Recap from Previous Meetings

Never walk into a call unprepared again.
Pepsales automatically generates smart recaps from earlier meetings—highlighting key decisions, buyer interest, and follow-ups. Like in the example above, it surfaces insights such as:

• Pilot progress status
  
• Buyer’s expressed interest (e.g., improving team performance through analytics)
  
  

This allows you to open calls with full context and show the prospect you’ve been actively listening.

Pre-built Agenda for the Meeting

Pepsales gives you a clear, pre-filled agenda aligned with your sales motion.
From demo highlights to scheduling next steps, you can stay on track while adapting to real-time conversation flow.

Example agenda in the screenshot:

• Solution demo focused on discovery challenges
  
• Highlighting sales coaching and checklist tools
  
• Confirming next demo session
  
  

This agenda alignment saves you prep time and boosts buyer confidence.

Account & Stakeholder Research

Pepsales pulls in CRM and LinkedIn insights, providing a snapshot of key decision-makers, company updates, and context about the opportunity. You can personalize your pitch based on each stakeholder’s role and business priority.

No more juggling tabs before calls—it’s all in one dashboard.

Curated Discovery Questions

Salespeople are prompted with a curated list of high-value discovery questions based on the prospect’s persona and opportunity stage.
In the screenshot, Pepsales suggests contextual questions like:

• “How do you track and utilize customer interactions and feedback to improve your sales process?”
  
• “How do you handle objections during the sales process?”
  
  

These questions encourage deeper buyer conversations and reveal real decision criteria—no more winging it.

Teammate Collaboration

Pepsales also lets you assign teammates to the call, align internally on next steps, and streamline handovers. Sales leaders, CSMs, and AEs stay looped in throughout the cycle.

Why It Matters

The Discovery Copilot isn’t just a notetaking tool—it’s a full-stack sales assistant that transforms how you run discovery calls.

• Pre-call intelligence = faster trust
  
• Real-time questions = deeper qualification
  
• Consistent structure = higher win rates
  
  

👉 Ready to level-up your discovery calls?

Explore Pepsales AI’s Discovery Copilot and never go into a call blind again.

‍

Conclusion

A strong discovery call agenda isn't just a checklist—it's your sales compass. With the right framework, the best discovery questions in sales, and clear follow-ups, you’ll qualify faster, build stronger relationships, and close more deals.

🚀 Ready to level-up your discovery calls?

• Download your templates
• Share this with your sales team
• Test new questions on your next call
  ‍

Want to boost your SaaS sales with smarter discovery calls?

Explore how Pepsales helps reps prep, engage, and close faster — all in one powerful platform.

👉 Start your free trial today and give it a try!

Frequently Asked Questions (FAQs)

Q: What is Pepsales?

A: Pepsales is an AI-driven platform that enables B2B SaaS sales teams to create personalized product demos, enhancing sales effectiveness and productivity.

Q: How does Pepsales assist during discovery calls?

A: Pepsales' Discovery Copilot provides real-time guidance, suggesting tailored questions and handling objections, ensuring more effective and structured discovery calls.

Q: Can Pepsales integrate with existing CRM systems?

A: Yes, Pepsales seamlessly integrates with popular CRM platforms, allowing automatic updates and streamlined workflows.

Q: What is the Discovery Score Analyzer offered by Pepsales?

A: It's a free AI-powered tool that evaluates your discovery call transcripts using the MEDDPICC framework, providing a discovery score and actionable insights to enhance your sales process.

Q: How quickly can teams implement Pepsales into their sales process?

A: Teams can start using Pepsales almost immediately after signing up, with an easy setup process that enables the creation of personalized demos within minutes.

Q: Is Pepsales suitable for small sales teams?

A: Absolutely, Pepsales is designed to benefit sales teams of all sizes by enhancing discovery calls and demo personalization. ​

Q: Does Pepsales offer real-time assistance during sales calls?

A: Yes, Pepsales' Discovery Copilot provides live guidance during calls, offering question prompts and objection-handling strategies.

Q: What kind of post-call analytics does Pepsales provide?

A: Pepsales offers detailed post-call analytics, including discovery scores and improvement suggestions, to help refine sales strategies. ​

Q: Can Pepsales help in reducing the sales cycle length?

A: Yes, by streamlining discovery and demo processes, Pepsales aims to reduce the number of demos needed to close deals, thereby shortening the sales cycle. ​

Q: Does Pepsales support remote sales teams?

A: Yes, Pepsales is designed to support remote sales teams by integrating with video conferencing tools and providing real-time assistance during virtual meetings.

‍