Free Templates
The discovery, demo, and close-meeting frameworks ORRJO uses across 10,000+ booked meetings. Each template is one page, opinionated, and built for B2B sales motions where attendance has to be earned, not assumed. Steal them. Adapt them.
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.
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?"
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.
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.
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.
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.
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.
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.
"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.
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. Demo discipline is what separates 30% close rates from 60% close rates.
"What's missing? What would you need to see to take this to your team?" Get the next step before they hang up. Demos without a next-step ask convert under 25%.
By the time you're here, no surprises should land. Confirm, detail, decide.
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.
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.
"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.
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]
Reply rate on this format averages 60-70% across ORRJO clients. Standard follow-ups average 20-30%. The difference is that this one reflects the conversation back accurately rather than pitching.
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. Reply rates average 60-70% on this format.
ORRJO books and qualifies meetings for B2B founders. 90%+ attendance, qualified to budget, authority, need, and timing. Book a 30-minute call.
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