Before we get into how to execute an effective discovery call, let’s answer one question. What is a discovery call? The goal of a discovery call is to either qualify a prospect (discover a sales opportunity), or disqualify them so as not to waste further time. If you don’t bother to discover exactly what your …

A great discovery process does more than give you sales today. It continuously builds a strong pipeline that will hatch sales tomorrow. A thorough discovery process can actually accelerate the sales process by making it less likely that you will encounter miscommunication, objections, and misjudgments down the road. Here are some tips and strategies to …