The War Room
Whats your opener for setting out a STRONG agenda on a discovery call?
Whats your go-to agenda speech at the start of a discovery call?
☑️ Qualification Calls
Good ole fashion Sandler Up-front contract
Account Executive, EIAS/Compliance
Thanks for joining the call today, so we’re going to start out the call with some intros, then move onto the reason we’re on this call today so the reason you’re exploring xxx solution, next we’ll explain how we can help you meet that need, and lastly we’ll save 5 minutes at the end to go over next steps if you think we’re a good fit for one another. Sound good?
Director of Sales
intros, why we are here today, ask if you missed anything, have them start. Save your "about us" spiel for later in the call.
A few things upfront makes it work for me:
1. How did you hear about us or find us? Opens up more context as to what they're looking to solve for.
2. What led you in this direction? Are we looking to solve something in specific? Weeds out people who are window shopping, etc.
3. Dive deeper into the problem. Uncovers some challenges neither of us knew about.
4. Set up solid next steps for a follow up call, etc and send calendar invites accordingly while I still have em on the meeting.
Senior Account Executive
UFA style. You go over the points then say how long the meeting is set for and then hit them so we will get started if that's ok with you. They feel they had a say.
I'm a big fan of setting time limits (of course flexible) - especially for 30 or 45 minute calls or calls with a large group of stakeholders
Hey Everyone - so we have 30 minutes today. In terms of an agenda, I know we have some new folks so I'd like to spend the first 5 to 10 minutes hearing from you before diving in to ensure your focuses are addressed. Then, we'll spend 25 minutes or so diving into how your team will [objective/value] before saving the final 5 to 10 minutes for questions and next steps.
This is especially nice when one attendee starts asking a lot of questions or tries going down a rabbithole and you can say "you know these are really great questions and I don't want to rush through making the best recommendation for you. Since we only have X minutes left, I can send you some info afterward or we schedule a breakout session to really focus on your requirements.
Discovery - does it need a separate meeting?
I do it by email before we meet. The meeting is a pitch.
I do it as part of the pitch meeting.
I have a discovery meeting that is separate from the pitch.
*Voting in this poll no longer yields commission.
What is your best discovery call question?
What's your first Discovery Call Question?
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