The playbook
Discovery Calls: Template and Field Guide
This discovery calls template turns a broad task into a record another person can use. It captures problem, impact, constraint, then connects that information to a decision. Copy the table into your working document or system and create a separate record for each item in scope.
Put the task in context
Ask how the work is handled today, where it fails, what the consequences are, and how the buyer will judge improvement. Confirm who participates in the decision. Summarize the answers back before recommending a product or service.
Copyable worksheet
| Field | Entry instructions |
|---|---|
| problem | Record the problem associated with this customer or opportunity record. Use a stable reference so later updates can be matched. |
| impact | Record the impact associated with this customer or opportunity record. Keep the value specific enough for another owner to interpret. |
| constraint | Record the constraint associated with this customer or opportunity record. Keep the value specific enough for another owner to interpret. |
| decision process | Record the decision process associated with this customer or opportunity record. Keep the value specific enough for another owner to interpret. |
| Decision field | Entry instructions |
|---|---|
| Observed problem | Describe the actual condition and where it was observed. |
| Recommended action | State the smallest action that resolves the documented problem. |
| Evidence | Link to the record, observation, or test supporting the action. |
| Owner and next review | Name the accountable person and when the decision should be revisited. |
How to complete the worksheet
Begin with problem. Use the same reference throughout the record so notes are not attached to the wrong item. Then ask about the current process and its consequences. This establishes the information required before the worksheet becomes a request for action.
Next, clarify constraints stakeholders and timing. Use the observed problem and evidence fields to explain why that step is needed. A useful entry describes an actual condition, such as presenting a demo before understanding the actual problem, rather than a broad instruction to “improve performance.”
Finally, summarize needs before proposing a solution. Put confirm the buyer's priorities and tailor the next conversation in the action field only when it addresses the observed condition. If the problem is different, change the action. The template is a structure for judgment, not a reason to apply the same fix everywhere.
Illustrative completed decision
| Part | Illustrative entry |
|---|---|
| Problem | Presenting a demo before understanding the actual problem |
| Action | Confirm the buyer's priorities and tailor the next conversation |
| First check | Ask about the current process and its consequences |
| Follow-up check | Summarize needs before proposing a solution |
| Outcome to define | qualified discoveries with confirmed requirements |
Adapt the fields without losing meaning
You can add fields required by your team, but each should change a decision or preserve necessary context. Keep factual observations separate from recommendations. If impact changes, record the new value and its effective date instead of silently rewriting the context of an earlier decision.
Use the record in a handoff
Ask the receiving owner to explain the next action using only the worksheet. Missing context becomes visible quickly during that exercise. Repair the record before applying the structure to a larger batch. Keep qualified discoveries with confirmed requirements connected to the item so the team can later assess whether the action was useful.
Review a small sample of underlying records before trusting a summary. Duplicates, stale close dates, and missing outcomes can make a dashboard misleading even when the calculation is correct. Correct the record-level cause.
Skip the manual steps. Let AgentixCRM run this for every client.
Start now