What are some best practices in discovery and process management you've seen amongst your highest-performing sales reps. What are common pitfalls you see?

The best reps, the ones consistently crushing quota, have a well-defined process for discovery.

These reps enter discovery calls with confidence, having done their homework on the customer. This allows them to focus on building rapport while smoothly transitioning to the issues that matter most to the prospect.

They keep the conversation natural and conversational but are ready to pivot into relevant slides that highlight the customer’s pain points—ensuring that the prospect feels the call was valuable and insightful.

Top-performing reps never pitch the product during discovery. Instead, they show genuine interest in understanding the customer’s pain, hinting that when it’s time for the demo, "you’ll like what you see."

PRO TIP: The key to a successful discovery is preparation, empathy, and restraint—focusing on the prospect's needs without rushing into a sales pitch.