Discovery Calls – A Critical Part of the Sales Process

One of the most important elements of the sales process is to really understand the problem that needs to be solved. This sounds obvious, but too often sales people just “show up and throw up” providing the same information without context. The solution is to always do a discovery call (or discovery questions) before proceeding to other aspects of the engagement.

Here are some example discovery call questions:

  • How do you currently do X?
  • What tools, system or process do you use to do X?
  • What works well with X?
  • What are some challenges with X?
  • Who else is involved with X?
  • How much time do you spend on X?
  • If you could wave a magic wand, how would X work?
  • What’s your timeline for changing X?
  • Anything else I need to know about X?

Of course, these questions would be more specific to the product or solution being offered as well as tailored to the audience (e.g. different questions for C-level execs vs front-line managers). The answers to each question should be documented in the CRM and applied to MEDDICC, where applicable.

Sales discovery calls are a critical part of the sales process and should be structured and valuable.

What else? What are some more thoughts on sales discovery calls?

2 thoughts on “Discovery Calls – A Critical Part of the Sales Process

  1. One of my favorite posts. So practical.

    On Oct 26, 2016 10:21 PM, “David Cummings on Startups” wrote:

    > David Cummings posted: “One of the most important elements of the sales > process is to really understand the problem that needs to be solved. This > sounds obvious, but too often sales people just “show up and throw up” > providing the same information without context. The solution i” >

  2. Excellent post, David. My team has been actively talking about your last few blog posts. We are all positioning ourselves to incorporate MEDDICC into each one of our calls.

    Love this trend you’ve had the last few days.

    Ps – just ran into Adam Blitzer walking down the street in SF a few minutes ago. Small world.

    Kevin

    On Wednesday, October 26, 2016, David Cummings on Startups wrote:

    > David Cummings posted: “One of the most important elements of the sales > process is to really understand the problem that needs to be solved. This > sounds obvious, but too often sales people just “show up and throw up” > providing the same information without context. The solution i” >

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s