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What are some of the key external pieces of information you need to know before a discovery call?

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3 Answers
Discovery Tactics
  1. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 1y

    Research and preparation are essential to great discovery. When coaching my reps to prepare for discovery, I advise preparation across the dimensions of: Individual: this is broken down into personal & professional... Personal: understand the foundation of the human you're talking to by researching their social profiles to uncover where they live, where they went to school, what do they like to do outside of work, etc. to help build a genuine connection Professional: understand the basis of ...Read More

    814 Views
  2. George Cerny
    George Cerny

    Collectly VP of Sales • 6mo

    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

    694 Views
  3. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    This is a critical question and often the root cause of inefficiencies and confusion when scaling a business development function. First Rule for Discovery Prep: Keep It Simple For SDR-led discovery, the primary focus should be on disqualification criteria. Define the minimum requirements to disqualify and make these the core of the SDR qualification process. Avoid asking SDRs to conduct complex, value-driven discovery calls with senior evaluators unless you are actively looking to transition th ...Read More

    809 Views

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