Glossary
Discovery call
A meeting where both parties learn if an opportunity is worth pursuing
A discovery call is a call or meeting early in the sales cycle, in which the seller and potential buyer collect basic information and learn if it’s worth meeting again.
Exactly how a discovery call fits into your sales cycle depends on your company. It may be done by SDRs at the end of prospecting, or used as a qualifying call, or done by AEs in the beginning of the sales process.
Discovery calls are from the classic sales methodology of consultative (solution) selling. Here, sales reps interrogate potential buyers for an hour or two to dig for pain points, then eventually connect those pain points to their solution.
However, as mentioned in SNAP Selling, modern buyers are different. If you’re planning on meeting for a discovery call, make sure to offer up some valuable insights throughout. Don’t just pepper them with questions.
Exactly how a discovery call fits into your sales cycle depends on your company. It may be done by SDRs at the end of prospecting, or used as a qualifying call, or done by AEs in the beginning of the sales process.
Discovery calls are from the classic sales methodology of consultative (solution) selling. Here, sales reps interrogate potential buyers for an hour or two to dig for pain points, then eventually connect those pain points to their solution.
However, as mentioned in SNAP Selling, modern buyers are different. If you’re planning on meeting for a discovery call, make sure to offer up some valuable insights throughout. Don’t just pepper them with questions.