The Definitive Guide to B2B Sales
- Matthew Earle
- Jul 7
- 2 min read
Updated: Aug 20
UK B2B Tech Discovery Call Agenda Template (7 Steps to Close Faster)
What you’ll learn:
Why you need a structured discovery call agenda
A 7-step agenda you can copy and paste
A free downloadable PDF template
What Is a Discovery Call Agenda?
This UK B2B Tech discovery call agenda is a simple outline you share with your prospect at the start of the call. It sets expectations, shows professionalism, and keeps the conversation focused on the buyer’s needs, so you close more deals, faster.
Step 1: Pre-Call Research & Personalisation
Goal: Show you’ve done your homework.
Action: Before the call, review their website, LinkedIn, and any mutual connections.
Template Line: “I noticed you recently launched [product/feature]—I’d love to learn more about how that’s going.”
Step 2: Rapport-Building Opener
Goal: Break the ice and build trust.
Action: Start with a genuine compliment or shared interest.
Template Line: “Congrats on your recent Series A! I saw the announcement in TechCrunch, how’s that rollout going?”
Step 3: Agenda Overview & Time-Boxing
Goal: Align on time and topics.
Action: Clearly state how long the call will take and what you’ll cover.
Template Line: “I have 30 minutes today—here’s what I’d like to cover: 1) your current challenges, 2) our problem-centred solution, 3) next steps. Does that work for you?”
Step 4: Pain-Point Deep Dive Questions
Goal: Uncover the root problems.
Action: Ask open-ended, diagnostic questions.
Template Line:
“What’s your biggest obstacle with [specific process] right now?”
“How does that impact your team’s ability to hit targets?”
Step 5: Value Proposition Alignment
Goal: Tie your solution to their real-world pain.
Action: Summarise their pain in your words, then explain how you solve it.
Template Line: “You mentioned [pain]. We help teams like yours reduce that by [X], so you can…”
Step 6: Next-Steps Commitment
Goal: Secure a clear follow-up.
Action: Ask for a date/time for a deeper demo or proposal review.
Template Line: “Shall we schedule a 45-minute demo next week to walk through exactly how we’d implement this?”
Step 7: Post-Call Follow-Up Plan
Goal: Keep momentum.
Action: End by outlining when you’ll send a summary and resources.
Template Line: “I’ll email you a 1-page summary and some case studies by EOD, expect that at [time].”
Real-World Example
“By adopting this agenda, Tech MSP Ltd. increased their average deal size by £25K and cut time-to-close from 6 to 4 weeks.”
Common Pitfalls & How to Avoid Them
Skipping the Agenda Overview: Prospect feels lost, always set the frame.
Letting Buyers Ramble: Gently steer back: “That’s helpful. Let’s cover step 3 so we stay on time.”
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