This is a sample. A fictional 26-minute discovery call, graded exactly the way yours would be — every verdict backed by the quote that proves it.
Get this for your callsNorthwind Logistics — discovery call
Discovery call with Northwind Logistics, a 40-truck regional carrier. Dispatch learns about late trucks from customers; losing the Hendricks account in June made it urgent. Dana uncovered the pain and the trigger, handled the two objections (alert fatigue, the TMS connector) with references, and secured a technical review — but never touched budget or who approves. Next: proposal by Friday, technical review Thursday 3 pm with Priya.
- You24:10Send the proposal with the pre-November rollout plan and the weekly by-customer report“I'll send a proposal by Friday”
- Client25:05Add Priya (dispatch lead) to Thursday's technical review“Thursday at 3 works, I'll add Priya from dispatch.”
- YouBefore the proposal goes out: confirm the budget range and who approves
▲ Missed questions — what may cost you deals
- Budget was never discussed — the call went from pain to proposal without a number.
- Nobody asked who signs off. Marcus said “we” throughout; the decision maker is unnamed.
“What changed that made this a priority this quarter?” at 5:02 surfaced the lost Hendricks account — the real reason this deal exists, in the client's own words.
No budget and no named approver. The proposal may land on someone who never heard the Hendricks story and sees only a price.
Suggested improvement
Before proposing, ask one question: “Who else needs to see this before you can say yes, and what range are you working with?” Thirty seconds, and it would have closed both gaps.
Owner Questions
Your next call, graded like this — a few minutes after it ends.
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