As an early-stage company, with a new (ish) product, we're working to refine and perfect our Discovery Call process and the AE Handoff.
Part of the challenge lies in that our new SDRs are still being ramped (2 weeks and 3 months in), one of our AE's has the sound "mechanics" of Disco Call framework and sales methodology and the other has the most subject matter expertise by 10 miles.
As such, we want to ensure our Disco Calls go GREAT and increase our conversion to a next step. However, we also don't want to have 3 salespeople on a Disco call, which may not be the best use of time and will more than likely overwhelm the prospect.
Wondering... 1) given our early stage, what's the best path to learn and refine as this framework as a team? 2) when do we put a line in the sand for more specialization? 3) how should we collectively be advancing our subject matter expertise (elevator pitch alignment, brief demo uniformity, etc?)
Ultimately, we want a smooth handoff, strong qualification and higher likelihood to convert into an opportunity.