The discovery call: find the real problem

Process map by Brian. 12 steps, 1 layer. Tags: business, sales.

1. Account executive: Review the notes and the buyer's website
2. Account executive: Open the call with an agenda and a goal
3. The buyer: Describes the problem
4. Account executive: Dig: why does it matter, what has been tried, what does it cost?
5. Account executive: Is there a real, painful problem with a cost attached?
6. Account executive: Map the buying team and the buying process
7. Account executive: Does it need a technical deep dive?
8. Solutions engineer: Schedule a demo tailored to their pain
9. Account executive: Agree the next step and date before hanging up
10. Account executive: Send a recap email within the hour
11. Account executive: Say so honestly and offer a resource or a later check-in
12. CRM: Close the opportunity as not a fit

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