Free Templates
B2B sales
meeting templates.
Updated 26 August 2026
The discovery, demo, and close-meeting frameworks ORRJO uses. Each template is one page, opinionated, and built for B2B sales motions where attendance has to be earned, not assumed. Steal them. Adapt them.
Template 1. The 30-minute discovery call
Skip the company overview. Buyers don't care about your story until they trust you, and they don't trust you until you understand theirs.
Minute 0-3. Frame
Confirm time, why we're talking, what they hope to get from the call. "Last week you mentioned [trigger]. I'd like to understand what's behind it. Sound right?"
Minute 3-10. Context
What does the current state look like? What's working? What's stuck? Open-ended questions, no leading. The aim is to understand the business, not pitch.
Minute 10-18. Problem and impact
What's broken? What does it cost? Time, revenue, headcount, missed opportunity. If they can't quantify the impact, the deal won't close. Better to find that out now.
Minute 18-23. Buying process
Who else needs to be involved? What's the timeline? What's the budget posture? If you can't ask these questions, you're not in a sales conversation, you're in a chat.
Minute 23-27. Light fit-check
Show one or two parts of the product that map to what they said. Not a demo. Just enough to confirm there's a fit worth a follow-up.
Minute 27-30. Next step
Specific action, specific date, specific owner. "I'll send a recap by Thursday. You'll loop in [name] for next week's demo. Sound right?" Always book the next meeting from this one.
Template 2. The product demo
30 minutes if it's mid-funnel. 45-60 if it's late stage with stakeholders. Demos that try to show the whole product convert worst.
Minute 0-5. Confirm
"Last time you said the three things that matter most are A, B, C. Anything changed? Anyone new on the call who should hear those?" Reset the frame for everyone.
Minute 5-25. Show only what matters
Show the product through the lens of A, B, C. Skip features that don't map. If they ask about something off-script, answer briefly and return to the lens.
Minute 25-30. Commit
"What's missing? What would you need to see to take this to your team?" Get the next step before they hang up.
Template 3. The close meeting
By the time you're here, no surprises should land. Confirm, detail, decide.
Recap and confirm
Open with: "Just to make sure we're aligned. The proposal covers X, Y, Z, at this commercial structure, with kickoff on this date. Does that match what you've reviewed?" If anything's off, it surfaces here, not after they've signed.
Walk procurement and security
Pre-empt the long questions. Data residency, contract terms, payment cadence, service-level agreements, off-boarding. Procurement teams stall deals that haven't been pre-walked.
Ask for the decision
"On that basis, are you happy to proceed?" Direct question. If yes, send the contract that day. If no, the question is what's missing. Lost deals at this stage are usually about missing context, not missing features.
The follow-up email template
Sent within 24 hours. Three sections. No marketing copy.
Subject: Recap from today + next steps
Hi [Name],
Quick recap of where we landed:
1. The three things that matter most: [A, B, C]
2. Current state: [one sentence]
3. What we agreed: [decision or hypothesis]
From me, by [date]:
. [thing]
. [thing]
From you, by [date]:
. [thing]
. [thing]
Next call: [day/time].
Speak then,
[Name]
The format reflects the conversation back accurately rather than pitching.
Frequently asked questions
A 30-minute discovery should cover: context, problem, impact, buying process, and next step. Skip the company overview slide. Buyers don't care about your story until they trust you, and they don't trust you until you understand theirs.
30 minutes mid-funnel, 45-60 late stage with multiple stakeholders. Spend the first 5 minutes confirming what they care about, the next 15-20 showing only the parts of the product that solve those things, and the last 10 on next steps.
By the time you're in a closing meeting, no surprises should land. Confirm the proposal, walk procurement and security detail, and ask for the verbal commit. If it's not a yes, the question is what's missing, not what's wrong.
Send within 24 hours. Three sections: what we agreed, what I'll send by when, what you'll send by when. No marketing copy, no website links. Just a clean reflection of the conversation.
Three core templates cover most B2B sales motions: a discovery call agenda (problem-impact-process-next-step), a demo structure (confirm-show-commit), and a close-meeting framework (recap-detail-decision). Keep them under one page each. Anything longer doesn't get used.
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