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Discovery - does it need a separate meeting?

In your experience, does discovery need a separate meeting?

Discovery
Attached poll
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๐Ÿ‘‘ Sales Strategy
7
sfdc
Valued Contributor
+5
Senior BDM, Enterprise
Honestly, depends on what youโ€™re selling and who youโ€™re selling to.

If youโ€™re selling a simple product to a small business, I think you can get more than discovery done on your initial call.ย 

if youโ€™re selling a complex solution to a large enterprise, 1 call for discovery may not even be enough!ย 

Be agile with this and spend time when you need to and move the deal along when you can.ย 
CuriousFox
WR Officer
+11
Needer of Life Alert
Gather as much Intel as I possibly can then set another meeting to present.
Ryscott0317
Politicker
+4
Territory Manager
Exactly. Discovery call to see if itโ€™s a good fit, demo then maybe a POC but hopefully a close after the demo.
softwaresails
Politicker
+4
Sales Manager
We do a quick qualification and set the demo and then the day before the demo we call to remind them about the demo and then do our discovery at that time too.ย 

It tends to work well.ย 
cw95
Politicker
+6
Pricing Executive
I get frustrated that I do the qualification part via the initial phone call, and then the boss wont read the notes and asks the same questions...and then another meeting, and then a trial set up meeting...and then another. Just puts people off.ย 

I have started to put people straight to trial, though my boss doesn't like it, but if I were the buyer, I'd prefer it I think.
au
authello
Old School Bravo
Head of Partnerships
So far, I'm seeing a bunch of folks who do discovery as a separate meeting before the pitch. I'd love to hear how you run that meeting and what a successful one looks like.
ChicagoCloser1717
Politicker
+7
Account Manager
It depends on the sales. Do you want to waste your time on a 1 hour pitch to a person who doesn't matter or a non decision maker? that's every salesmen's call
slaydie
Politicker
+5
Account Executive
Depending on the customer sometimes I do disco, pitch and demo all in one and other times I do disco and pitch and then demo next call. But I always do pitch and disco together
3
Whats your opener for setting out a STRONG agenda on a discovery call?
Question
6
2
Slides on a discovery call
Discussion
11
Do slides on a discovery call decrease success rates?
Mi
+27
MickyT , ย  verbalzzzzzz , ย  BCD ย  and 27 people voted
*Voting in this poll no longer yields commission.
3
Demo in Discovery, or two different beasts?
Discussion
6
Do you demo in discovery, or keep it separate?
He
+42
HeStoleMyTwix , ย  Broncosfan , ย  aiko ย  and 42 people voted
*Voting in this poll no longer yields commission.