I have been an SDR at my current company for roughly 5 months. I have started to sit in on and participate in discovery calls with my AEs recently, and today, I have the opportunity to run my own. My AE that I scheduled the call for is out sick, and he asked if I wanted to go ahead and run it, with another AE with me for back-up. I am confident in my knowledge of our company, our product, and the overall discovery process, however, I am still extremely nervous. I feel this specific call could be a turning point in my career progression if it goes well.
Do any of you grizzled AEs have any general tips for running discovery/qualification calls?
Update: Unfortunately something must have come up and my prospect didn't show up. I am hopeful however that if and when we reschedule, my AE will let me hold the reins on this one.
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