Sales templates

# Discovery call: [company]

Date: ______  Contact: ______  Role: ______  Source: ______

## Before the call (5 min)
- What they do, in my words:
- Recent trigger (funding, hire, launch, news):
- Who else I found on the buying team:
- My hypothesis about their problem:

## Opener
"Before I show you anything, can you tell me how [problem] plays out in your week right now?"

## Situation
- How it works today:
- Tools involved:
- Who owns it:

## Problem
- Where it breaks:
- How often:
- Workarounds they built:

## Implication
- Cost in time or money:
- What else it affects:
- What happens if nothing changes:

## Need-payoff
- What fixing it is worth:
- Who else cares:
- How they would measure success:

## Qualification
Metrics (the number that moves):
Economic buyer:
Decision criteria:
Decision process and dates:
Identified pain:
Champion:
Competition (including doing nothing):

## Their words worth quoting

## Next step agreed
What: ______  When: ______  Who joins: ______
Sent within 24 hours: yes / no

COLD OUTREACH SEQUENCE
Persona: ______   Trigger: ______   Offer: ______

--- DAY 1 · EMAIL 1 (under 90 words) -------------------------
Subject: quick question about [their specific thing]

Hi [First name],

Saw [specific trigger: the new office, the job post, the launch].

Teams doing that usually hit [specific problem] within a quarter.

We helped [similar company] [specific result with a number].

Worth a 15-minute look next week, or not a priority right now?

[Your name]

--- DAY 3 · LINKEDIN ----------------------------------------
Connection request, no pitch:
"Hi [First name], saw [trigger]. We work with [similar companies] on [problem].
Happy to share what we have seen work, no pitch."

--- DAY 5 · EMAIL 2 (give something) ------------------------
Subject: re: quick question about [their thing]

Hi [First name],

No reply needed. Here is the [teardown / checklist / benchmark] I mentioned:
[link]

The part most teams miss is [one specific insight].

[Your name]

--- DAY 8 · EMAIL 3 (different angle) -----------------------
Subject: [peer company] had the same problem

Hi [First name],

[Peer company] had [problem] at your stage. What fixed it was [approach],
and it took [timeframe].

If that is on your list for this quarter, I can show you what they did in 15 minutes.
If it is not, tell me and I will stop.

[Your name]

--- DAY 12 · EMAIL 4 (close the loop) ------------

[...]

Step,Owner (us / them),Person,Target date,Status,Notes
Discovery call,Us,,,Done,
Share recap and business case outline,Us,,,,
Technical questions answered,Us,,,,
Demo tailored to their use case,Us,,,,
Success metrics agreed in writing,Both,,,,
Security review pack sent,Us,,,,
Security review completed,Them,,,,
Business case approved by economic buyer,Them,,,,
Pricing and terms agreed,Both,,,,
Legal and procurement review,Them,,,,
Contract signed,Them,,,,
Kickoff scheduled,Both,,,,
Go live,Both,,,,
First value milestone reviewed,Both,,,,