Discovery Call Scorecard
Think of your last discovery call. Tick only what genuinely happened — the gaps are the point.
What actually happened?
Your score
Be honest rather than generous — a scorecard you pass by rounding up tells you nothing. The gaps are what make the next call better.
Frequently asked questions
What makes a good discovery call?
The buyer describes a specific problem in their own words, you quantify what it costs them, you understand how a decision gets made, and you leave with a booked next step. Missing any of those is where deals stall.
What should you cover on a discovery call?
Current situation, where it breaks, what that costs, who is affected, how a decision would get made, and what happens next. Product comes later — discovery is for learning, not presenting.
How do you know if a discovery call went well?
Not by how positive it felt. Judge it on whether you left with quantified pain, a mapped decision process, and a date in the calendar. Friendly calls with none of those are the ones that quietly die.
How long should a discovery call be?
Usually 30 to 45 minutes. Long enough to get past surface answers, short enough that the buyer does not feel interrogated — and you should be listening for most of it.
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