Build your sales discovery notes.

How to build your sales discovery notes

1. 1

   Describe the job

   Keep customer problems, evidence and open discovery questions connected to the opportunity.

2. 2

   Review the first version

   Choose how the sales representative records the opportunity and how the account owner reviews the next step.

3. 3

   Refine the views

   Ask First to adjust the fields and views for the people who will use the app.

4. 4

   Test before sharing

   Walk through the process with a sample record and check who owns the next action.

What to include in your sales discovery notes

• Keep the opportunity in context

  Keep opportunity, customer problem, evidence, open question, decision maker and follow-up together so the next person can understand the request or record.

• When the next step needs a decision

  A buyer says reporting takes too long but gives no current process detail. Keep that statement as a hypothesis and assign a follow-up for a concrete example before proposing a solution.

• Keep follow-up visible

  Record the unanswered question and its next follow-up owner.

• Choose what each person needs

  Give the sales representative a working view and the account owner a review view. Keep opportunity and customer problem attached to the decision as the work moves between them.