The hardest part of B2B is not selling. It is listening. This sheet is a scaffold for the first real conversation with a prospect, so you leave with their reality, not your pitch.
Use these questions live. Capture what they actually say, not what you wish they said. When you are done, export to Markdown and paste it into your CRM, Slack, or email. The discipline is not in the answers. It is in resisting the urge to fill silence.
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Listening Discipline
Ask about their life and work, not about your product.
Past tense beats future tense. "Tell me about the last time" beats "would you ever".