LESSON 20 / 60
3 minKeep useful discovery notes
Discovery information explains the prospect’s needs.
- 1Understand
- 2Guided practice
- 3On your own
THE IDEA
Keep useful discovery notes
Discovery information explains the prospect’s needs. Store the supplied context on the lead so the next teammate can continue the conversation.
A concise description states a problem or goal. It is different from a logged call, which records a specific interaction.
Builds on Qualify using business evidence
A WORKED EXAMPLE
A simple example
A description such as Needs a shared approval process gives the team reusable context beyond a phone number.
A common mistakeAvoid replacing factual context with a vague note such as Interested.
Words you’ll use in this lesson
- Lead
- A person or organization being evaluated as a possible customer.
- Field
- One detail on a record, such as Email, Status, or Amount.
- Activity
- A record of a conversation or completed interaction.