Sales discovery call template
A lightweight discovery frame that blends BANT and MEDDIC. Enough structure to run a fair call, short enough that AEs actually use it after every meeting.
When to use it
First real conversation with a new prospect. Works for inbound and outbound, SMB and mid-market. For enterprise deals with multiple stakeholders, extend the metrics and champion sections and revisit them per stage.
Who benefits
Account executives
Same prompts every call. Easy to compare deals across the pipeline.
Sales leaders
Discovery quality becomes coachable. You see who is asking the right questions.
New reps
A safety net for the first quarter. Fewer forgotten questions during a live call.
The template
Copy the block into your CRM note or a prep doc.
# Discovery call - [Company] and [Account executive]
Date: [YYYY-MM-DD]
Attendees (prospect): [names, titles]
Attendees (us): [names]
Recording: [link]
## Company snapshot
- Industry: [industry]
- Size: [headcount, revenue if known]
- Product / market: [one line]
## Pain and priority (why now)
- Current process: [what they do today]
- Pain: [what breaks and how often]
- Cost of doing nothing: [dollars, hours, risk]
- Trigger event: [what pushed them to look now]
## BANT
- Budget: [range, funded / not funded]
- Authority: [economic buyer, champion, blockers]
- Need: [must-have vs. nice-to-have]
- Timeline: [target go-live, decision date]
## MEDDIC-lite
- Metrics: [numbers success looks like]
- Economic buyer: [name, title, motivation]
- Decision criteria: [what they will compare on]
- Decision process: [steps between now and signature]
- Identify pain: [restated, in their words]
- Champion: [who wins if this ships, why]
## Competition and alternatives
- Incumbent: [tool or process today]
- Other vendors evaluated: [names]
- Build vs. buy considered: [yes / no, why]
## Next steps
- [ ] Send: [assets, references, pricing] - by [date]
- [ ] Follow-up meeting: [attendees, agenda] - by [date]
- [ ] Champion prep: [what they need internally] - by [date]
## Notes
- [Quote from the prospect worth remembering]
- [Objection raised and how it was handled]
Fill it automatically with RecordX
Record the call in your browser with the Chrome extension - bot-free, so the prospect doesn't see a named assistant on the call. RecordX writes the summary into these sections, extracts action items with owners, and keeps the full transcript searchable.
BANT and MEDDIC extracted
Qualification data pulled from the transcript into the same headings you already track.
Next steps captured
Follow-ups with owner and date so the deal moves without a second pass.
Bot-free capture
No third-party participant on the call. Prospects hear a normal conversation.
FAQ
What is a discovery call?
The first structured conversation with a prospect. Goal: understand their problem, size the deal, and confirm whether the two of you should keep talking.
BANT or MEDDIC?
BANT is faster for SMB and single-decider deals. MEDDIC fits enterprise motions with multiple stakeholders. This template covers the lightweight version of both.
Can RecordX push notes to my CRM?
Salesforce and HubSpot sync are on the roadmap. In the meantime the summary and action items live in the RecordX library and export to a doc or clipboard.
Is the template free?
Yes. Copy the block above into your CRM's note field or a call-prep doc.