# 1. DISCOVERY CALL SNAPSHOT Prospect: Founder of a 20-person B2B SaaS company selling workflow software to mid-market businesses. Offer / Service: LinkedIn outbound lead generation and appointment-setting service at $3,500 per month. Sales Context: The prospect responded to LinkedIn outreach and mentioned inconsistent sales pipeline. Detailed qualification has not yet occurred. Primary Discovery Goal: Understand the current pipeline-generation process, diagnose the inconsistency, determine whether outbound lead generation could reasonably fit, and identify the appropriate next step. Call Requirements: 25 minutes, consultative, concise, non-pushy, with pricing discussed only after basic fit is established. Recommended Discovery Approach: Problem-aware consultative discovery. Start with the current pipeline process, determine where inconsistency appears, explore impact and previous attempts, then assess whether outbound fits the prospect's needs. Recommended Call Structure: 3 minutes — Opening and context 12 minutes — Current situation, pipeline problem, impact, previous attempts 5 minutes — Fit and decision process 3 minutes — Summary and solution transition 2 minutes — Next step # 2. OPENING & AGENDA Opening: “Thanks for taking the time. You mentioned that pipeline consistency has been a challenge, so rather than jumping straight into what we do, I’d like to understand how you’re generating opportunities today, where the gaps are showing up, and what you’re trying to improve. Then, if it looks relevant, we can see whether our approach makes sense. Does that work for you?” Agenda: - Understand current pipeline generation - Explore the inconsistency and its impact - Review what has already been tried - Determine whether outbound is relevant - Agree on the appropriate next step # 3. CORE DISCOVERY FLOW CURRENT SITUATION Question: How are you generating new sales opportunities today? Purpose: Understand the existing acquisition mix. What to listen for: Outbound, inbound, referrals, founder-led selling, paid channels, partner channels, or lack of a repeatable system. Question: Which of those channels currently creates the most reliable opportunities? Purpose: Identify what is working and where outbound would fit. What to listen for: Dependence on one channel, inconsistency, saturation, or operational bottlenecks. PROBLEM / OPPORTUNITY Question: When you say the pipeline has been inconsistent, what does that look like in practice? Purpose: Define the actual problem rather than assuming it. What to listen for: Fluctuating lead volume, low reply rates, poor lead quality, insufficient meetings, or unpredictable monthly pipeline. Question: Where do you think the biggest gap currently sits? Purpose: Understand the prospect’s own diagnosis. What to listen for: Targeting, messaging, list building, execution, follow-up, conversion, capacity, or uncertainty. IMPACT Question: What does that inconsistency make difficult for the business or sales team? Purpose: Understand real business impact. What to listen for: Forecasting difficulty, missed growth targets, founder dependency, unused sales capacity, or operational uncertainty. PRIORITY Question: How important is improving pipeline consistency compared with your other growth priorities right now? Purpose: Determine actual priority. What to listen for: Clear urgency, moderate importance, exploratory interest, or competing priorities. PREVIOUS ATTEMPTS Question: What have you already tried to improve outbound or pipeline generation? Purpose: Avoid recommending something the prospect has already tested unsuccessfully. What to listen for: Internal SDRs, agencies, automation, cold email, LinkedIn outreach, consultants, or no previous structured attempt. Question: What worked or did not work about those approaches? Purpose: Identify requirements and objections. What to listen for: Lead quality, lack of personalization, low meeting quality, execution burden, poor reporting, or channel mismatch. DESIRED OUTCOME Question: If this were working well, what would a better pipeline-generation process look like for you? Purpose: Understand the desired future state. What to listen for: Consistency, qualified meetings, reduced founder involvement, stronger predictability, or better targeting. DECISION PROCESS Question: If you found an outbound approach that made sense, how would you normally evaluate and approve something like this? Purpose: Understand the buying process without assuming authority. What to listen for: Other stakeholders, approval stages, internal review, testing period, or founder-only decision. TIMING Question: Is this something you are actively trying to improve now, or are you mainly exploring options? Purpose: Understand readiness. What to listen for: Immediate project, upcoming initiative, future interest, or research only. # 4. ADAPTIVE FOLLOW-UP PROBES Trigger: Prospect says pipeline is “unpredictable.” Probe: “What tends to vary most — the number of opportunities, their quality, or how consistently your team creates them?” Why it matters: Converts a vague problem into a specific discovery area. Trigger: Prospect says they already tried outbound. Probe: “What part of the previous approach made you decide it wasn’t working well enough?” Why it matters: Reveals failure criteria and expectations. Trigger: Prospect identifies a measurable pipeline gap. Probe: “How are you currently measuring that?” Why it matters: Allows quantified discussion based on prospect-provided data rather than assumptions. Trigger: Prospect says the problem is important. Probe: “What makes improving it a priority now?” Why it matters: Identifies genuine trigger and timing. # 5. QUALIFICATION MAP Dimension: Problem Fit What must be learned: Whether inconsistent pipeline is a real and meaningful challenge. Positive signal: Prospect clearly describes a relevant acquisition problem. Risk signal: No clear problem or satisfaction with current pipeline. Unknown / clarification needed: Exact source of inconsistency. Dimension: Solution Fit What must be learned: Whether LinkedIn outbound could reasonably support the prospect’s target market and sales process. Positive signal: Prospect needs structured outbound and sells to reachable B2B decision-makers. Risk signal: Core customer acquisition model is incompatible with the service. Unknown / clarification needed: Target account and buyer details. Dimension: Priority What must be learned: Importance of solving the issue now. Positive signal: Pipeline improvement is an active business priority. Risk signal: Pure curiosity with no current initiative. Unknown / clarification needed: Competing growth priorities. Dimension: Decision Process What must be learned: How the prospect evaluates and approves external sales services. Positive signal: Clear evaluation path. Risk signal: No visibility into decision process. Unknown / clarification needed: Additional stakeholders. Dimension: Investment Readiness What must be learned: Whether a commercial discussion becomes appropriate after fit is established. Positive signal: Prospect actively evaluates paid solutions. Risk signal: Expectation of guaranteed results or zero-risk engagement. Unknown / clarification needed: Commercial expectations. # 6. PROSPECT SUMMARY CHECKPOINT “So, if I’m understanding correctly, the main issue is not simply getting more activity — it’s creating a more consistent source of the right opportunities, and the part we still need to clarify is exactly where that inconsistency is coming from and what a successful process would need to look like. Is that accurate, or is there something important I’m missing?” # 7. SOLUTION TRANSITION “If that summary is accurate, I can briefly show you how our outbound process addresses the parts you’ve identified and we can see where it does or doesn’t fit. I’ll keep it focused on the areas you mentioned rather than walk you through a generic service pitch.” # 8. NEXT-STEP CLOSE Recommended next step: Only move to a deeper strategy or commercial discussion if a relevant problem, priority, and plausible solution fit are confirmed. Closing language: “Based on what we’ve discussed, it sounds like there may be enough alignment to look at the actual outbound approach in more detail. The sensible next step would be to review your target market, current messaging, and what implementation would involve. Would that be useful?” Before ending the call confirm: - Main problem - Desired outcome - Important constraints - Decision participants - Agreed next step # 9. RISK & RED-FLAG CHECK - Pipeline problem remains vague after discovery - Outbound is not currently a meaningful priority - Prospect expects guaranteed appointments or revenue - Target market is unclear - Previous failures are not understood - Required decision participants are absent - Commercial expectations conflict with the service # 10. CRM DISCOVERY NOTE Prospect / Company: Founder, 20-person B2B SaaS company Offer Discussed: LinkedIn outbound lead generation and appointment-setting Lead Source / Context: LinkedIn outbound reply Confirmed Problem or Opportunity: Pipeline inconsistency was mentioned before the call; exact cause requires discovery Desired Outcome: Not provided Known Impact: Not provided Current Solution / Previous Attempts: Not provided Priority: Not provided Decision Process: Not provided Stakeholders: Not provided Timeline: Not provided Investment Information: Not provided Objections / Concerns: Not provided Agreed Next Step: To be determined during discovery Missing Information: Pipeline sources, exact problem, impact, desired outcome, previous attempts, decision process, timing # 11. NEXT BEST ACTION After the call, document only the prospect-confirmed pipeline problem, impact, priority, and decision process, then proceed to a deeper strategy or commercial discussion only if genuine fit was established.