How to run a sales discovery call
The short answer
Prepare by researching the company, then open with an agreed agenda. Spend most of the call asking about their situation, pain, its impact and how they make decisions, and listen more than you talk. Summarise what you heard and end with a dated next step the buyer agrees to.
Step by step
- 1
Research before the call
Know their business, role and any trigger that made them take the meeting.
- 2
Agree the agenda
Say what you'll cover, how long it takes and what a good outcome looks like.
- 3
Ask about pain and impact
What's not working, what it costs them and what happens if nothing changes.
- 4
Understand the decision
Who's involved, how they decide and what the timeline is.
- 5
Summarise and agree a next step
Play back what you heard and book the next meeting before you hang up.
Common mistakes
- Pitching the product before understanding the problem.
- Asking a list of questions without following up on answers.
- Ending without a dated next step.
Acta fills a MEDDPICC, BANT, SPIN or SPICED report from the call and shows what you still need to learn.
Try Acta free for 15 daysQuestions
How long should a discovery call be?
30 to 45 minutes is typical for B2B discovery.
What should you avoid on a discovery call?
Demoing too early, talking more than the buyer and leaving without a next step.