#45: Listen To A Bad Discovery Call With My Feedback

#45: Listen To A Bad Discovery Call With My Feedback Included

Read Time: 2 min.

Big Announcement
We are now running two founder-led sales cohorts concurrently. One will be focused on B2B mid-market/enterprise sales. The other will be focused on B2C / SMB transactional sales. We are onboarding founding teams for our next FLS B2B cohort, beginning on March 28. We have pushed the start date out to the end of March to allow for more teams to onboard. Unfortunately, the B2C cohort is filled. A new cohort will be announced coming next week.

If you’re ready to level up, do not procrastinate; book a meeting with me here.

Before I share this week’s content, I want to correct last week’s issue. The call review I shared in last week’s newsletter is a GOOD discovery call, not a BAD one, as suggested by the title—apologies for the miscommunication.

In today’s issue, I will share what a poor discovery call sounds like and why it was executed poorly.

Something to understand before we jump into the call review is the difference between leads and opportunities.

A lead is defined as a person or entity that has characteristics and attributes that are relevant to what your product can solve.

An opportunity is a lead qualified through a vetting process (Budget, Authority, Needs, Timing). It is now ready, willing, and able to move forward with your product if you can show them a solution to their problem(s).

This is the goal of a discovery call. You are qualifying leads into opportunities at revenue. If you do not do this, I assure you, closing deals will become incredibly difficult and frustrating. Why? Because they’re unqualified.

The discovery call is by far where most deals are won or lost. Understanding the correct execution of this will change the trajectory of your sales drastically.

Discoveries should be no longer than 30 minutes.

As discussed in last week’s issue. We gauge the success of discovery calls with these benchmarks.

• Did you identify BANT (budget, authority, need, timing)?

• Did you follow each step of the talk track?

• How confident did you sound?

• Did you incorporate tonality and enthusiasm?

• Were you able to control the conversation?

• Did you convey authority?

• Where did you get hung up?

• What was your overall assessment of the call?

All sensitive information on both sides has been hidden.

Here is the link to the call. Enjoy!

That’s it for today, folks!

See you all next week.

P.S. If you’re ready to level up, you can book a call with me here.