Sales Discovery Meeting Workflow

A structured 8-step workflow for sales teams to prepare, conduct, and follow up on discovery meetings. Estimated time: 3-4 hours total across prep, meeting, and follow-up. Target audience: Sales reps, account executives, and sales managers who want consistent, professional prospect interactions.

8 steps 2 automations

Sales meeting

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Process steps

Before Meeting - Initial Setup

1 day from previous step

task

Review prospect information and confirm meeting logistics. Check calendar invites, meeting links, and attendee list. Prepare standardized agenda template.

During Meeting - Active Listening

2 day from previous step

task

Focus on listening and taking detailed notes. Document prospect pain points, goals, decision criteria, and timeline. Capture exact quotes for follow-up messaging.

After Meeting - Follow-up and CRM Update

3 day from previous step

task

Send meeting summary email within 24 hours. Update CRM with meeting notes, next steps, and deal stage. Schedule any promised follow-up calls or demos. Set reminder for next touchpoint.

Prepare before the meeting

1 day from previous step

task

Research the prospect. Review their website, recent news, and LinkedIn profiles. Know your talking points and objectives. Have answers ready for likely questions.

Open with purpose

2 day from previous step

task

Start on time. Set an agenda and confirm it works for everyone. Make it clear what you hope to accomplish. First impressions matter - be professional but human.

Discover and listen

2 day from previous step

task

Ask good questions about their challenges, goals, and decision process. Listen more than you talk. Take notes. The best sales meetings feel like conversations, not presentations.

Present relevant solutions

2 day from previous step

task

Connect what you learned to how you can help. Focus on their specific situation, not generic capabilities. Show proof that it works - case studies, demos, references.

Close with next steps

3 day from previous step

task

End with clear action items. Who does what by when? Schedule the next meeting before you leave. Send a follow-up summary within 24 hours. Momentum matters.