A discovery call should be a conversation about solutions, not an interrogation about basics. Yet most sales teams spend the first 15 minutes of every discovery call collecting information they could have gathered beforehand. Talkpoint transforms your discovery call prep by sending prospects a structured scan before you meet. They share their challenges, goals, timeline, and decision process in their own words. You receive category scores showing where they're strong or struggling, plus AI-generated talking points tailored to their specific responses. The result is a discovery call where you demonstrate understanding from minute one, building trust and accelerating the sales cycle.
Template questions (preview)
A sample of the questions included in Sales Discovery Scan. Use this template as a starting point, then customise it to your workflow.
Context
Background information about the respondent's role, tenure, and organizational position. Understanding context helps tailor recommendations and identifies whether they have the authority and perspective to drive change. Look for signals of experience level and strategic influence.
- •What is your role?
- •How long have you been in this role?
- •What prompted you to reach out now?
Goals
The respondent's stated objectives and desired outcomes for the next 6-12 months. This reveals their vision for success, level of ambition, and whether goals are clearly defined or still vague. High-scoring goals indicate clarity and urgency; low scores suggest exploration or uncertainty.
- •What are you hoping to achieve in the next 6-12 months?
- •How would you describe the urgency of this initiative?
- •What does success look like for you?
Challenges
Current obstacles, pain points, and barriers preventing progress. Understanding challenges reveals the depth of the problem, past solution attempts, and internal capability gaps. This category is critical for positioning how external support can add value.
- •What's the biggest challenge you're facing right now?
- •Have you tried to solve this before?
- •What's preventing you from solving this internally?
Decision Process
How buying decisions are made within the organization, including stakeholders involved, timelines, and budget availability. High scores indicate a mature, ready-to-buy process; lower scores may signal internal complexity or early-stage exploration.
- •Who else is involved in this decision?
- •What's your typical timeline for making a decision like this?
- •Is there budget allocated for this?
Want the full template? Start a scan and you can edit every question.
How it works
From scan to conversation in three simple steps
Create your discovery scan
Define questions that capture context, goals, challenges, and decision criteria. Organise by category for clear scoring.
Send before the call
Share the link when scheduling the discovery call. Prospects complete it in 5-10 minutes.
Review and prepare
See category scores and AI talking points. Walk into your discovery call with shared context and clear direction.
What you get
Everything you need to start better sales conversations
Pre-call intelligence
Know their challenges, goals, and timeline before the discovery call begins. No more starting from scratch.
Category-based scoring
Visual breakdown of where prospects score high or low across qualification criteria.
AI talking points
Conversation starters tailored to their specific responses. Reference their exact words to build rapport.
Qualification insights
Understand budget status, timeline urgency, and decision-maker involvement before your discovery call.
Branded experience
Add your logo and colours. Prospects see a professional intake that reflects your brand.
Shareable reports
Export PDF summaries to share with your team or use in follow-up communications.
When to use this
Common scenarios where this approach adds value
Before scheduled discovery calls
Gather context when confirming the meeting. Arrive prepared to discuss solutions, not collect basics.
Inbound lead qualification
Send to new enquiries before your first discovery call. Prioritise based on scores.
Enterprise sales cycles
Complex deals benefit from structured pre-call prep. Understand multiple stakeholders before the discovery call.
Consultative selling
Demonstrate expertise by asking thoughtful questions upfront, then using discovery call time for solutions.
Example talking points
AI-generated conversation starters based on scan responses
- 1You mentioned your current process takes 6+ hours per week—let's explore which parts of that we can automate first.
- 2Your team scored high on technical readiness but flagged change management as a concern. I'll walk through our implementation support.
- 3You're evaluating options this quarter with a decision by month-end. Let me focus on what you'll need to make that decision confidently.
- 4The budget is 'partially approved'—that often means proving ROI on a smaller scope first. Here's how other clients approached that.