Discovery Call Checklist
The discovery call is THE most important sales call.
Use these 35 questions to help improve your call effectiveness and outcomes.
Preparing for the call
- Recent news - announcements, events
- About Us - leadership, and story
- Careers page - related open positions, skills needed
- Potential customer overlap
- Board members or investors - any mutual?
- Competitive analysis
- Professional background
- Mutual connections
- Job descriptions & responsibilities
- Recent activity - promotion or job change
- Review LinkedIn profile-
- Opinions, Interests, Hobbies
- Education
- Groups/Organizations
Kicking off the call - conversation starters
- Is it true what they say about living in [city/state]?
- I see you live in [city/state], have you ever tried [restaurant/local attraction]?
- I’m actually thinking about visiting [city/state] soon, what are your top recommendations?
- I noticed you went to [college/university], I actually have a friend who went there, they said it was really [x]. How did you like it?
- I noticed on LinkedIn you participated in [sport/hobby], I used to play as well, what position were you?
- In your LinkedIn summary, you mentioned you love [x]. How long have you been doing that?
Understanding the prospect and team
Understanding current processes:
- Walk me through your typical day-to-day activities in your role
- What metrics are you responsible for?
- What are the different roles on your team and how many are in each position?
- What does your team’s current process look like?
- What’s holding your team back from achieving your goals?
Understanding the need for your solution:
- What is your [or your team’s] process for X?
- Why do you do X this way?
- Is there a budget in place for X?
- How much time have you spent doing X this way?
- How much budget do you have assigned to X?
- How much of an impact does X have on your business?
Understanding the competition you're facing
Competitive questions:
- What other solutions are you evaluating?
- How far are you in your evaluation process?
- How do you feel we compare to the other solutions you’re looking at?
- What is your timeline for getting a new solution in place?
Discussing next steps
Follow-up:
- Proposal
- Next call
- Other deliverables discussed
Actioning your discovery call insights
50hrs
Monthly time saved