AMA: Collectly VP of Sales, George Cerny on Discovery Tactics

A typical discovery call needs to be viewed as a finite, limited amount of real estate. Your goal is to maximize every square foot of that call and ensure there is value towards 2 primary objectives - 1. getting them interested in spending more time with you to evaluate your solution, and 2. Qualifying that they're a good fit for your solution, so you allocate your time appropriately.You should hone in on what questions are most impactful to those 2 objectives, and nix just about everything else ...Read More

There's 2 key metrics to track around discovery:1. Disco to demo conversion rate - how many discovery calls convert to demos. The rule of thumb is you want to be between 50-70%. Every business is different, but typically if you're converting less than 50% you should take a hard look at your ICP and if you're targeting the right people/accounts. If you're converting higher than 75%, you should dig into if you're doing enough discovery and inspecting if there's a precipitous drop-off later in the ...Read More