Discovery on large group calls?

I find it difficult to run thorough discovery on initial calls where there are 7+ people attending the call, both because in such large groups tend to be reluctant to respond as well as due to time constraints of getting to every single person.


I'm curious on best practices here, ensuring you get enough information out of the call while also still saving time for a demo. Any advice?


For further context, our initial calls are usually 45 minutes for discovery/intro and demo. Typical SaaS sales. Would love to hear your thoughts

👑 Sales Strategy
📣 Demos
☑️ Qualification Calls
5
Kosta_Konfucius
Politicker
11
Sales Rep
Message all of them individually for a mini discovery, understand their pains and why they care.
Also, by doing this you can avoid 10 minutes of intros, since you have spoken to them already, you just need to introduce yourself and your team
Sunbunny31
Politicker
13
Sr Sales Executive 🐰
"Hi! I've found that having a quick connection to discuss what's important to you before the demo helps things go even more smoothly. Before our demo on x, I'd love to understand abc about ..."
I mean, who doesn't want someone to tell them their POV is important?
GDO
Politicker
6
BDM
This is the way
eusales
Contributor
1
Senior Account Executive
100% correct in my experience. Position the quick call as a way of helping THEM instead of giving you info for the sake of the deal.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
I’m 100% about not wasting anyone’s time. Taking 30 minutes to ensure your demo is focusing on things that matter to them will make everyone happy. Most enterprise buyers understand that. MM and SMBs sometimes need some guidance - but you’re right. Framing it as beneficial to them is important.
oldcloser
Arsonist
8
💀
Bing!
Nothing like a room full of prospects, each scared to tell the truth about what hurts. Tackle in pieces.
jefe
Arsonist
3
🍁
Man, Kosta is consistently bring solid advice day after day.
You're on a roll this week.
Do exactly this, and @Sunbunny31 's mini script will get you there.
LasVegasLyle
Fire Starter
0
Senior Account Executive
Solid. Do you typically run the discovery via email, or ask these people for a quick call?
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
Personally, I prefer a call. You get tone better and can start to build rapport. However, sometimes schedules don’t work out - so email is better than nothing.
Pachacuti
Politicker
7
They call me Daddy, Sales Daddy
That’s way too big for initial disco. Pair it down if you can. If you can’t, you need to ID the alpha and focus on that person - but not so much that you alienate the rest. You can ID the alpha by asking a couple open ended questions, shutting up, and seeing you answers. Let silence be your friend.
CuriousFox
WR Officer
2
🦊
Oh you mean shut up and listen? Pssshhh 🤣
Beans
Big Shot
2
Enterprise Account Executive
I always try for a solo disco before expanding to the team armed with more info.
People are waaaaaaaaaay more open 1:1.
61
Members only

Should SDRs join AE discovery calls?

Question
107
Should SDRs join AE discovery calls?
44% Always
6% Never
50% Sometimes (comment)
472 people voted
22
Members only

Discovery and Demo should be separate calls

Advice
44
11

How to roleplay for discovery calls?

Question
12