Is your discovery call 30 minutes of questions or a mix of demo and discovery

Personally i do about 10-20 minutes discovery based on how receptive to questions they are and what I can get from them and once I've run out ill show a mini demo related to their pain points.


Recently I've wondered about cutting the demo portion entirely and gating that behind a followup team call but don't want prospects to feel like they got bait and switched by the BRD. On the flip side I find theres cases where they feel all of their questions were answered by the first meeting and it becomes way harder to get them back on for the followup.

Do you show any of the product on discovery calls?

Attached poll
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๐Ÿ“ฃ Demos
๐Ÿ” Discovery
15
RandyLahey
Politicker
4
Account Manager
Depends on the product. In my segment, I like to dangle it out at the end of discovery call. But no more than 10/30 minutes.
Good discovery will make or break your deal.
CuriousFox
WR Officer
2
๐ŸฆŠ
๐Ÿฆก๐Ÿงฟ
wolfofmiami
Opinionated
2
๐Ÿบ
It depends on the notes from the SDR if they did a really good discovery i might just ask them abt it to hear what they say then hop in. If had no notes, first call is gonna be qualifying them as a buyer for the most part
Diablo
Politicker
1
Sr. AE
It really depends on the convo they had with BDR. Many a times, the call is joined by many folks and its equally important to understand the pain from everyone's perceptive. How do you run you call - do you reiterate the convo they had with the BDR?
BigShrimpin
Catalyst
1
Account executive
Bdrs are uninvolved post booking the meeting and most come via email they donโ€™t really do any qualifying or discovery
Diablo
Politicker
0
Sr. AE
got it, in that case make sense to give tease of your solution so they don't lose interest.
HappyGilmore
Politicker
1
Account Executive
Usually will show a little of the product on my initial call as the prospect has already spent time chatting with the BDR
Maximas
Tycoon
1
Senior Sales Executive
IMO a DISCO call is a DISCO call..intervening it with some other demo plans might get you cards burnt too early.
Love to get my M(D)eal well done all the way!
1
Sales rep
sometimes
Kosta_Konfucius
Politicker
0
Sales Rep
Doesnโ€™t need to be a demo but itโ€™s good to show something
LambyCorn
Arsonist
0
A mfkn E
i dont, but I really should...
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
You never stop doing discovery.

That said, it doesnโ€™t hurt to show a bit but not too much.
Justatitle
Big Shot
0
Account Executive
My current product is highly transactional. it's pretty easy to understand.
GDO
Politicker
0
BDM
No product yet. You ll make a tailored presentation next time.
Beans
Big Shot
0
Enterprise Account Executive
Rarely - since we're so modular, I need to know what to show before I do it.
Occasionally I'll pull up one feature if there's a specific use case to whet the appetite though.
27
Members only

How many questions do you usually ask during a discovery call?

Question
50
14

Discovery or Demo on the first call?

Question
16
22
Members only

Discovery and Demo should be separate calls

Advice
44