Discovery Process
Run a structured discovery conversation to understand the client's needs before proposing anything.
#Business goal
Understand the problem well enough to propose the right solution.
#When to use this
After a lead is qualified and before a proposal.
#At a glance
| Detail | Value |
|---|---|
| People involved | Sales owner, SDR |
| Departments used | Sales |
| Modules used | CRM |
| AI used | Sales Agent drafts outreach and proposals; you review and send |
| Recommended timeline | 1 call, 30–45 min |
| Prerequisites | CRM access; Leads in the pipeline |
#Step-by-step process
1
Prepare
Review the lead's context in CRM before the call.
2
Ask and listen
Explore goals, constraints, budget, and success criteria.
3
Confirm understanding
Summarize back what you heard.
4
Log it in CRM
Record notes and the agreed next step on the opportunity.
#Decision points
Decisions to make along the way
- Is there a solution you can deliver profitably?
- What scope fits their budget?
#Approval points
No formal approval gate
This routine has no separate sign-off step, but review your work before it affects clients or finances.
#Success metrics
- Proposals that match real needs
- Fewer scope surprises later
#Best practices
- Listen more than you pitch.
- Capture notes on the opportunity while fresh.
#Common mistakes
- Pitching before understanding.
- Not recording discovery notes.
#Realistic example
In practice
On a 40-minute call the owner learns the client needs a fast site launch before a product release. That timeline becomes the anchor of the proposal, logged on the opportunity in CRM.
#Related documentation
Proposal Workflow
Turn it into an offer.
Client Discovery
Agency version.
Business Workflows
Underlying step-by-step flows.
Contact Support
Reach the DevSphere OS team.
Still need help?
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