Free tools
Sales playbook
Three practical tools for running better sales conversations: a discovery script, a qualification checklist, and a renewal email you can send today.
Discovery Call Script
30 minutes
A consultative, time-boxed script that turns product demos into business conversations.
Jump to sectionSales Success Checklist
Every qualified opportunity
Use before and during every call to make sure you have a problem, a process, a value case, and a next step.
Jump to sectionRenewal Follow-Up Email
When a renewal stalls
A short, low-pressure email that makes the common blockers easy to name and clear.
Jump to sectionDiscovery call script
Use this as a scaffold, not a transcript. The goal is a real business conversation, not a list of answered questions.
Opening
2 minutesSet the agenda and learn what they want from the call.
“Thanks for making the time, [Name]. I know you’re busy, so I’ll keep this focused. The goal for today is to understand what prompted you to look at [solution category] and see whether it makes sense for us to outline a specific plan together. Does that sound fair?”
“Before we jump in — what were you hoping to get out of this call?”
Context and trigger
5 minutesUnderstand the current process and why this matters now.
“Can you walk me through how you handle [relevant process] today?”
“What changed recently that made this worth prioritizing now?”
“If you didn’t solve this in the next quarter, what would happen?”
Listen for: Current tools, workflow gaps, internal pressure, external events.
Problem and impact
8 minutesQuantify the pain and map who else feels it.
“Where does that process break down most often?”
“What does that cost you in terms of [revenue, time, risk, team morale]?”
“How are you measuring that today?”
“Who else feels this pain? Who loses sleep over it?”
Listen for: Quantifiable impact, urgency, affected stakeholders.
Decision landscape
7 minutesMap the buying process, alternatives, and timing.
“When you’ve evaluated something like this before, what made it a go or a no-go?”
“Who else needs to be involved in the decision?”
“What does your timeline look like, and is there a hard deadline driving it?”
“What are the other options you’re considering — including doing nothing?”
Listen for: Budget owner, approval steps, internal alternatives, status quo bias.
Value framing
5 minutesConnect your work to their outcome and surface confidence gaps.
“Based on what you’ve said, it sounds like the core issue is [summarize in one sentence]. If we could help you [specific outcome], what would that mean for the business?”
“We’ve worked with teams in a similar spot. One [industry/stage] client saw [metric] within [timeframe]. Is that the kind of result that would matter here?”
“What would need to be true for you to feel confident moving forward?”
Close for next step
3 minutesLock in a specific, mutual next action.
“I think the next best step is [specific action: tailored walkthrough, diagnostic, proposal, stakeholder call]. I’d recommend including [names/roles]. How does [day] at [time] work?”
“Before we wrap, is there anything that could derail this between now and then?”
Follow-up email (send within 24 hours)
- One-sentence summary of the problem.
- The agreed next step with date, time, and attendees.
- One relevant proof point or resource.
- A direct question if any information is still missing.
Sales success checklist
You cannot guarantee a closed deal. But you can guarantee that every qualified opportunity has a clear problem, a decision process, a value case, and a mutual next step.
Pre-call preparation
- I know the company’s industry, stage, and recent signals (funding, hiring, product launches).
- I have a clear reason for the call tied to a business outcome, not a product feature.
- I have identified the likely economic buyer, technical buyer, and end user.
- I have one hypothesis about the pain or opportunity I can test in the first 60 seconds.
First 60 seconds
- I confirmed the time and agenda.
- I stated the purpose of the call from their perspective, not mine.
- I asked permission to ask direct questions.
Discovery
- I understand the current state: what they are doing today and why.
- I uncovered the trigger: what changed to make this a priority now.
- I identified the business impact: cost of the problem, risk of doing nothing, or upside of solving it.
- I mapped the decision process: who else is involved, what criteria matter, and what the timeline looks like.
- I surfaced at least one objection or concern early instead of saving it for the proposal.
Value framing
- I connected our solution to their stated outcome in concrete terms.
- I used a simple proof point (metric, case study, or scenario) relevant to their situation.
- I made the trade-off clear: doing nothing vs. taking the next step.
Next step agreement
- I proposed a specific next action with a date and attendee list.
- I confirmed the buyer understands what happens next and why.
- I followed up within 24 hours with a concise summary and agreed action.
Pipeline hygiene
- I updated the opportunity stage based on buyer action, not hope.
- I noted risks and missing stakeholders.
- I set a reminder to re-engage if the deal stalls.
Renewal follow-up email
Use this when a renewal order is pending, delayed, or needs a nudge to close. Assume a delay, not rejection.
Subject lines
- • Quick check-in: your renewal for [Product/Service]
- • [Company Name] renewal — anything still in the way?
- • One thing needed to keep [Product/Service] running
Hi [First Name],
I wanted to circle back on the renewal for [Product/Service] that we discussed on [date]. I haven’t seen the order come through yet, and I want to make sure there’s nothing blocking it on our side.
A few possibilities that usually cause a delay:
- Budget or timing — the renewal landed in a different quarter than expected.
- Stakeholder sign-off — someone else needs to approve it before it can move forward.
- Scope question — you’re deciding whether to expand, reduce, or keep the contract as-is.
- Paperwork friction — legal, procurement, or the quote itself needs a small adjustment.
Which of these feels closest to where things stand? If you tell me what’s in the way, I can help clear it or point you to the right next step.
Either way, I’d like to confirm we keep your service active without interruption. If I don’t hear back by [date], I’ll reach out once more — no pressure, just want to make sure you don’t run into a gap.
Thanks,
[Your name]
[Title]
[Company]
[Phone]
Tone notes
- Keep it short. Renewals rarely need a long pitch.
- Assume a delay, not rejection.
- Make the common blockers easy to pick from.
- Give a soft deadline for response without being pushy.
- Avoid discounts or threats unless that is your actual strategy.
When to send
Send the first follow-up 3–5 business days after the renewal was expected. If no response, send one more check-in with a soft deadline. After that, escalate through a phone call or account team channel.
Need help installing this on your team?
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