EXAMPLE OUTPUT 1 — B2B SALES CONSULTING INPUT [PROSPECT & COMPANY INFORMATION] Prospect Name: Sarah Mitchell Job Title: VP of Sales Company Name: CloudPeak Software Industry: B2B SaaS Company Size: Approximately 120 employees Relevant Business Context: CloudPeak provides workflow automation software for mid-sized businesses. The company has recently expanded its sales team and is focused on improving sales pipeline consistency and qualification. Recent Development: The company is hiring additional account executives. [YOUR BUSINESS & OFFER] Business: GrowthPoint Sales Consulting Product / Service: B2B Sales Process Consulting What We Help Clients Achieve: More consistent sales processes, improved qualification, clearer pipeline visibility, and stronger sales team alignment. Problems We Help Solve: Inconsistent sales processes, unclear opportunity stages, poor qualification, and difficulty maintaining consistency as sales teams grow. Primary Value Proposition: We help growing B2B sales teams build practical and repeatable sales systems. [DISCOVERY CALL CONTEXT] The relationship started through LinkedIn. Sarah accepted a connection request after receiving a personalized message about sales process consistency. During a short LinkedIn conversation, Sarah mentioned that CloudPeak is growing its sales team and wants to improve consistency across the sales process. No detailed discussion has taken place yet. The discovery call was scheduled to better understand the company's current sales process and priorities. [CALL GOALS & DESIRED OUTCOME] Primary Objective: Understand CloudPeak's current sales process and identify whether sales process consulting could be relevant. What We Want to Learn: How opportunities are qualified, how the pipeline is managed, where inconsistency occurs, and what challenges have appeared during sales team growth. What Must Be Understood Before Recommending a Solution: The current process, specific business priorities, existing challenges, stakeholders, and desired improvements. Preferred Next Step: If there is genuine alignment, schedule a more detailed strategy session. [ADDITIONAL CONTEXT & PREFERENCES] Specific Topics to Explore: Lead qualification, sales stages, pipeline visibility, and consistency across account executives. Budget Context: Unknown. Decision-Making Context: Sarah is likely involved, but other stakeholders are unknown. Preferred Communication Style: Professional, practical, and conversational. Topics to Avoid: Do not assume the current sales process is failing. OUTPUT 1. Discovery Call Overview The call should focus on understanding how CloudPeak currently manages its sales process and how recent team growth may affect consistency. Sarah has already indicated that sales process consistency is relevant, but the specific challenges remain unknown. The most important areas to understand are qualification, pipeline management, process consistency, and the company's priorities for improvement. 2. What Is Known vs. Unknown Known Information CloudPeak is a B2B SaaS company. The company is expanding its sales team. Sales process consistency is an area of interest. Sarah is the VP of Sales. A discovery call was scheduled to discuss the current sales process. Important Unknowns to Explore How CloudPeak currently qualifies opportunities. Whether sales stages are clearly defined. Where inconsistency appears. How account executives currently manage opportunities. Which challenges are considered most important. Who else is involved in improving the sales process. What timing and priorities exist for making changes. Assumptions to Avoid Do not assume CloudPeak has a poorly designed sales process. Do not assume the sales team is underperforming. Do not assume Sarah is the only decision-maker. Do not assume consulting is currently a budget priority. 3. Primary Discovery Objectives Understand the current sales process. Learn how opportunities are qualified. Explore how consistency is maintained across the growing team. Identify the most important sales process priorities. Understand what improvement would look like for Sarah and the company. Determine whether the consulting service is genuinely relevant. 4. Recommended Discovery Questions Current Situation Can you walk me through how your sales process currently works from initial opportunity through to closing? How are opportunities currently qualified before they move forward? How consistently is the process followed across the sales team? Priorities and Challenges As the sales team grows, what areas are becoming more important to manage consistently? Are there particular parts of the sales process you would like to improve? Where do you see the greatest opportunity for greater clarity? Desired Outcomes If the sales process worked exactly as you wanted, what would be different? What would better consistency allow the team to do more effectively? Decision-Making Considerations Who else is involved when changes to the sales process are considered? How are these types of improvement initiatives usually evaluated? 5. Recommended Call Flow Opening and Agenda Alignment Confirm the purpose of the conversation and ensure Sarah agrees with the discussion focus. Current Situation Allow Sarah to explain the existing sales process in her own words. Priorities and Challenges Explore where the company sees opportunities for improvement. Desired Outcomes Understand what Sarah wants the improved process to achieve. Decision-Making Considerations Explore how process improvements are normally considered and implemented. Summary Repeat the most important findings to confirm understanding. Next Step Determine whether another conversation is useful based on genuine alignment. 6. Key Signals to Listen For Listen for: Inconsistent qualification standards Confusion around sales stages Difficulty onboarding new account executives Opportunities becoming stalled Lack of pipeline visibility A clear priority to improve the current process 7. How to Position Your Offer If Sarah identifies meaningful challenges around consistency, qualification, or pipeline management, connect those findings directly to your consulting approach. For example, explain how a structured review of the current process could identify where standards and workflows need clarification. Avoid presenting a complete solution before fully understanding the situation. 8. Recommended Next Steps If there is strong alignment, schedule a strategy session focused on the specific areas identified. If more information is needed, agree on what should be explored next. If the service is not currently relevant, thank Sarah for the conversation and leave the relationship open professionally.