2

Discovery Call Agenda

We are looking to refresh the agenda & pre-call experience for our discovery calls. I'm looking for ideas that you've seen work from sending pre-read materials to creative agendas to asks of the prospect pre-meeting. All ideas welcome and appreciated!

  • Sign in
    Comment
    • 0
      Profile picture of Trenton Engle
      @tengle
      ( 5.2k POINTS )
      1 year, 11 months ago

      Personally I’m a huge fan of a gap selling style discovering:

      What is their current situation?
      What is their ideal future situation?
      What are the side effects/consequences of your current state?

      Now obviously it would be asked in a better way, such as a SaaS salesperson might say:

      What current software is your team using?
      What features would your team benefit from?
      What is your current process without those features?

      I think the process works great because the answers can be leveraged for the remainder of the sales cycle.

      • 1
        Profile picture of Leslie Venetz
        @leslie_venetz
        ( 1.6k POINTS )
        1 year, 11 months ago

        Hi Trenton – Thank you. You would put this in a discovery call agenda? Can you help me understand how you use this pre-discovery call?
        Those are great questions FOR a discovery call and aligned to the type of challenger/gap questions we use, but I am not grasping how you apply this to an agenda or pre-call ask of your prospect? Thank you!

        • 0
          Profile picture of Trenton Engle
          @tengle
          ( 5.2k POINTS )
          1 year, 11 months ago

          My apologies, I can’t read (my brain is ready for the weekend). I always send calendar invites with an agenda breakdown. However, rather than using bullet points I created a visually pleasing flow chart that shows the clear flow of the discussion so there are no surprises.

          • 1
            Profile picture of Leslie Venetz
            @leslie_venetz
            ( 1.6k POINTS )
            1 year, 11 months ago

            I’ve never tried a flowchart for meeting agendas. That is absolutely going on my list for consideration. Thank you! Happy Friday!

    • 0
      Profile picture of Keith Daw
      @bizdoctor
      ( 440 POINTS )
      1 year, 11 months ago

      Great question, Leslie, and one of the areas where we make the biggest impact the fastest with clients. Are you familiar with an Upfront Contract (the real one, not a watered down version you may have seen via LinkedIn posts)? Complete game changer, shortens the sales cycle, and better qualifies the prospect. Happy to chat further about it.

      • 0
        Profile picture of Leslie Venetz
        @leslie_venetz
        ( 1.6k POINTS )
        1 year, 11 months ago

        I’ve not. Can you drop a link and I’ll have a look?

    • 0
      Profile picture of Bryan Whittington
      @brywhitt
      ( 821 POINTS )
      1 year, 11 months ago

      here is a video that I recently did that may be helpful: https://youtu.be/NF_6-JHSxOw

      1. #NextSteps – start with the end in mind
      2. Their “As Is”
      3. Rate 1-10, can’t choose 7
      4. Prioritize
      5. Magic 3 questions
      6. Edusell
      7. Disqualify or #NextStep

      • 0
        Profile picture of Bryan Whittington
        @brywhitt
        ( 821 POINTS )
        1 year, 11 months ago

        @leslie_venetz – sorry, read this too fast, pre-meeting content:
        1. self-assessment
        2. One-pager
        3. Curated article supporting your position

        • 0
          Profile picture of Leslie Venetz
          @leslie_venetz
          ( 1.6k POINTS )
          1 year, 11 months ago

          Thanks, Bryan. Do you have any examples of what you’ve used that you can share?

New Report

Close