Selling to lawyers - discovery in 1st call?
It looks like this first outbound cold call is really just to peak their interest and then set up another disco call to dive deeper. My manager says that with our customers (lawyers), it works better to send a few emails first (they like to read), then call, so they have a rough idea of who we are when we call, so they don't recommend 2 disco calls in that case. They want us to try to complete discovery on that one call and if it's qualified, book a meeting with the AE (since we won't be calling straight cold).
How would the call differ in that case?