Discovery call agenda for Ledgerline, a fictional invoice finance provider
Sales call agenda slide that time boxes a discovery call
A sales call agenda slide tells the prospect how the call will run and how long each part takes, so they know their questions will be heard and the call will end on time. This one opens a 45 minute discovery call for Ledgerline, a fictional invoice finance provider, in four numbered parts.
What is on the slide
- Title
- Discovery Call, 45 Minutes.
- Cards 01 and 02
- Your Goals, 5 min: what invoice finance should fix this year and a good result by June. Current Process, 10 min: how invoices are raised, chased and paid, and where cash gets stuck.
- Card 03
- Ledgerline Demo, 20 min: one of the prospect's real invoices from upload to funds, start to finish.
- Card 04
- Next Steps, 10 min: questions, a proposal date and who else needs to join the next call.
When this is the right slide
Pick this slide to open a discovery or demo call, when the buyer should see four time boxed parts that add up to the promised length and put their goals before the product.
What to swap it for
Agenda: 4 Column Icon Cards. Use the four column icon cards when the four topics carry no time limits and each is better signalled by an icon than by a number.
What this slide shows
The title reads Discovery Call, 45 Minutes. Four numbered cards sit in a two by two grid over a large curved shape in the theme colour, each with a number, a heading that includes a time box, a description and a small arrow. 01 Your Goals, 5 min: what you want invoice finance to fix this year, and what a good result looks like by June. 02 Current Process, 10 min: how invoices are raised, chased and paid today, and where cash gets stuck longest. 03 Ledgerline Demo, 20 min: one of your real invoices taken from upload to funds in your account, start to finish. 04 Next Steps, 10 min: questions, a proposal date and who else needs to join the next call. The cards are in four shades of the theme, and the arrows hint that each part leads to the next. The four time boxes add up to 45 minutes, matching the title. The headings are short enough to read in one glance during a video call, where the shared slide is often shown at a small size.
When this is the right slide
Use a sales call agenda slide at the start of a discovery call, a demo or a follow up meeting with a prospect, especially on video calls where the buyer cannot see the seller's notes. It sets expectations and gives the buyer a chance to steer the call. It is the wrong slide for an internal meeting, where a simple list is enough, and the wrong slide when the four parts have no time limits; the four column icon cards layout presents four topics with an icon each, without the time boxed feel. It is also the wrong slide for long multi party negotiations, which need a fuller agenda document. The slide also helps a sales team keep calls consistent. When every seller opens with the same four parts, managers can review calls against the same structure, and new sellers have a simple plan to follow. Buyers who speak to two people from the same company hear the same shape of conversation, which builds confidence that the company is organised.
How to adapt it
First, add the attendees from each side to a small line under the title for calls with several people, so roles are clear. Second, change the time boxes for a second call: shorter goals, a longer demo of the features the buyer asked about, and a pricing slot. Third, make a version for renewals, with cards for results so far, open issues, next year's plan and terms. Keep the next steps card in every version, and keep the times adding up to the length in the title, because a buyer who notices the numbers do not match will question the rest of the pitch. If the call runs over, return to the slide and agree whether to extend or book a second call, rather than letting the next steps card disappear.
What makes this slide work
The title promises the length
Discovery Call, 45 Minutes. The first thing the prospect reads is how long the call will take, and the four time boxes, 5, 10, 20 and 10 minutes, add up to exactly that. The promise is visible and the seller can be held to it.
Two cards are about the buyer
Your Goals and Current Process come before the demo and are written to the prospect: what you want invoice finance to fix, how invoices are raised, chased and paid today. The buyer sees that half the call is about their business before anything is sold.
The demo uses the buyer's invoice
Card three promises one of the prospect's real invoices taken from upload to funds in their account. That one line makes the demo specific and gives the buyer a reason to bring something to the call.
Questions people ask
Why time box each part of a sales call?
Because calls drift toward the demo and run out of time for next steps. Writing 5, 10, 20 and 10 minutes on the slide sets a shared plan the prospect can hold the seller to. It also shows respect for the buyer's diary, which matters on a first call when trust is still being built.
Should a discovery call start with the prospect's goals?
Yes, even briefly. Five minutes on what the prospect wants to fix tells the seller what to show in the demo and tells the buyer the call is about them. Starting with a company overview instead usually loses the room before the useful part of the call begins.
How long should the demo be on a first sales call?
About half the call at most. Here it is 20 of 45 minutes. A demo that fills the whole call leaves no time to learn about the buyer's process or agree next steps. Using one of the buyer's own invoices, as this agenda does, makes 20 minutes feel more relevant than an hour of generic features.
Should the agenda slide be sent before the call?
It helps. Sending the slide with the meeting invite tells the prospect to bring a real invoice for the demo and to think about who else should join. It also lets them suggest a change, such as more time on pricing, before the call rather than during it.
What if the prospect wants to change the agenda?
Change it. The slide is a proposal, and a buyer who adjusts it is engaged. Ask which part to shorten to make room, and keep the next steps slot, because that is where the call turns into a deal or ends. A quick verbal recap of the new plan is enough.
How do I open a sales call with the agenda slide?
Share the slide after introductions, read the four parts and times in under a minute, and ask whether anything is missing. Then move straight to the first card. At the end, return to card four on screen so next steps are agreed with everyone looking at the same thing.
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