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Technical Discovery Worksheet
This Technical Discovery Worksheet is a practical tool Sales Engineers can use to prepare for - and lead - more effective discovery conversations.
It helps SEs move beyond surface-level requirements and capture what really matters: objectives, urgency, history, stakeholders, and the business context behind the ask. The worksheet also guides SEs to translate discovery into a clear demo story - what to say, show, and do - so demos are anchored in outcomes, not features.
Included are gentle technique reminders that reinforce strong discovery habits, such as staying in scope, resisting the urge to solve too early, asking open-ended questions, and listening more than talking. Itā€™s designed to be used before calls, during discovery, or as a post-call alignment tool with Account Executives.
Whether youā€™re preparing for a first call or shaping a critical demo, this worksheet helps turn discovery into clarity, alignment, and momentum
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