WhoamI123

Account executive

How do you start your discovery calls?

Hello WarRoom! Wondering how you all kick off your discovery calls? I was told in a past life to lead with problem, solution impact but wondering if there are any other ways that you're finding help the prospect open up? I'm running into the issue of "OK tell me what you do" too often, too early. Help!

☁️ Software Tech

☑️ Qualification Calls

8 comments

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SaaSguy

Tycoon

Account Executive

ACE Framework: Appreciation ("I appreciate you taking some time"),Confirm "I set aside 30 minutes for this call, does that work?", End goal "My end goal for this call was to..."

SabertoothSales

Valued Contributor

Southeast Regional Manager

This is a solid approach. I'm not sure I've heard it called the ACE framework before, but you know how we salespeople love our acronyms!

SandwichMan

Catalyst

BDR Team Lead

Never heard this before, def writing this one down!

CuriousFox

WR Officer

🦊

You should already know what they do before you contact them. Make an agenda and stick with it to help keep yourself on track.

detectivegibbles

Politicker

Sales Director

While you should know everything they do based on what they advertise, it's quite possible there's more layers to the onion.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Chat em up. I do some research on their LinkedIn, Facebook, Twitter, see what they're into personally and then we only target companies that could use our product. For example, a bank could never use us, even if they have a healthcare division. So we can get into the pitch and it leads to more questions. Hope it helps!

cw95

Politicker

Sales Development Lead

I find if they ask 'tell me what you do' Responding with 'Well, I'll ask you a question first, can you tell me a bit about how you currently do X so that I don't blabber on about irrelevant things!'

GDO

Politicker

BDM

The disco starts with some rapport and agenda setting.

then it s understanding the company, DM, problem, impact,…

solution will not come into the picture until the last 3 minutes. This just to hype them up for the solution call.

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WhoamI123

How do you start your discovery calls?

8 comments

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