Sales Discovery Call
Run a structured discovery call that uncovers real pain and moves deals forward.
SOP Steps
- 1
Send calendar invite + agenda
Send a calendar invite with a brief agenda so the prospect knows what to expect. Include a video link and any prep materials.
- 2
Research prospect company + LinkedIn
Before the call, research the prospect's company (size, industry, recent news) and their LinkedIn profile to personalize the conversation.
- 3
Open with agenda confirmation
Start the call by confirming the agenda and time allotment. Ask if anything has changed since you last spoke.
- 4
Ask 3–5 discovery questions
Ask open-ended questions to uncover the prospect's pain points, desired outcomes, timeline, budget, and decision-making process.
- 5
Demo relevant use case
Share a brief, targeted demo or case study that speaks directly to the pain point uncovered during discovery — not a generic product tour.
- 6
Handle top objections
Address the prospect's top 1–2 objections directly and honestly. Use social proof, case studies, or data to support your response.
- 7
Agree on clear next step
Before ending the call, agree on a specific next step — a follow-up demo, proposal, trial, or decision date — and set it on the calendar.
- 8
Log notes + next step in CRM
Immediately after the call, log key notes, the agreed next step, and any follow-up tasks in the CRM while everything is fresh.
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