Discovery Call Cheat Sheet

Connect Mobile Communications

Remember — This is not a sales call

Do not pitch products or present solutions during discovery
Share enough to create intrigue — not enough to remove the need for a pitch meeting
Leave the call with a booked next step (BAMFAM)

Prospect Details

Company Name

Industry

Website

Referral / Lead Source

People on the Call

Contact 1 — Name & Title

Contact 2 — Name & Title

CM Team Present

Call Format

Pre-Qualification Check

Company domain email (not Gmail/personal)
Company website exists and looks legitimate
Not already in CM database with prior negative engagement
Indicates a reasonable customer or employee base (not a micro-business)
Geography aligns — South Africa or strategic Africa market
Not an aggregator seeking a bilateral-only relationship

Enterprise Qualifying Signal

Strong Fit

100k+ end customers
500+ employees
Retail, FSP, logistics, healthcare, gov
Decision-maker or IT lead on call

Needs Evaluation

10k–100k customers
50–500 employees
Budget authority unclear
SLA with current provider

Deprioritise / DQ

Under 1,000 customers
Procurement-only "3 quotes"
Bilateral/aggregator intent
No business web presence

Qualification Notes

Current Volume Estimate

SMS / mo (current)

SMS / mo (potential)

Current Provider

Discovery Call Structure

Phase 1

Intro & Agenda Setting

0–5 minutes

"I'll spend most of this call asking questions — understanding your current setup and where the friction is. By the end I'll have what I need to put together something tailored. Does that work?"

Confirmed who is on the call and their role
Set the agenda (questions → context → next step)
Noted who has decision authority

Phase 2

Their World — Current Setup

5–20 minutes

What channels are they currently using?

Current provider(s)

What triggered the reach-out?

What's working? What's not?

Phase 3

Pain, Impact & Requirements

20–35 minutes

Primary problem they're trying to solve

Commercial impact of the problem

What does success look like for them?

What have they tried before?

"When you say the current provider is unreliable — what does that actually mean for your business? Is it customer complaints? Campaigns that don't go out?"

BANT Qualification

B

Budget

• Current spend on messaging tools?
• Budget allocated for this initiative?
• Is cost the primary driver or capability?

Notes

A

Authority

• Who else is involved in the decision?
• Does IT / Legal / Finance sign off?
• Who was in the room for previous decisions?

Decision-Maker(s)

N

Need

• What volumes, current and target?
• B2C customer comms, internal, or both?
• Products most relevant: SMS / USSD / WhatsApp / APN / Digital Flyers?

Products & Use Case

T

Timeline

• When are they looking to move?
• Any project deadline driving this?
• Locked into SLA with current provider?

Timeline & Urgency

Opportunity Score — Your Gut Feel

Fit

Volume

Timing

Stakeholder Map

Map everyone who will influence or block this deal. Enterprise deals involve multiple stakeholders — discover them during the call or shortly after.

Name & Title	Role in Decision	Primary Concern	Stance / Notes	Action Needed

Key political dynamics or watch-outs

Closing the Discovery Call

"Based on what you've shared, I have a clear picture. I'd like to take a few days to put together a tailored proposal specific to your use case and volumes, then walk you through it on a call. Who else should be in the room when we present?"

Summarised what I heard back to the prospect
Did NOT pitch products or present solutions
Confirmed who needs to be on the pitch call
Booked the pitch meeting before hanging up (BAMFAM)
Sent calendar invite within 24 hours

Booked Next Step

Meeting Type

Date & Time

Attendees

Format

Proposal Brief — for the Proposal Builder

Complete this and share with the proposal builder the same day. Do not reconstruct this from memory a week later.

Primary Problems (in prospect's words)

Products to Recommend

Volume & Pricing Parameters

ROI Angle

Anything sensitive / watch-outs for the proposal