Episode 006 - 4 Super Easy Steps for Awesome Discovery Calls and 1 Tool Youve Never Heard Of

Kick SaaS Sales Podcast

For busy lead gen reps, it feels like just scheduling the appointment should be enough. You gather as much information as the person is willing to give you, and then maybe include some buzzwords that most other folks normally share with you, before pitching it over to the Account Executive for the handoff/deep-dive discovery call.

And most times, that works! The AE is (or should be) happy that he has an appointment with someone that is at least somewhat interested in the solution you're pitching. He will most of the time ask more in-depth questions, and get more answers because that's just how the game is played. Day in and day out, we go through the same old dance. Some guys get promoted and move on into sales. Other guys leave the company for a similar role somewhere else. But is that really all there is to it?

NO! I am so happy to share with you some steps to absolutely knocking your discovery calls out of the park. I guarantee you that if you make these four steps a part of your routine for each and every lead, you will have so much more success. I've mentored and coached many people from lead gen to sales. Without exception, those that have taken these steps to heart and applied them have made more money, gained more respect and trust, and moved on to bigger and better roles.

But I'm not just sharing with you a few steps - I'm going to share a great, free tool that I use to get tons of data from 100's of different sources on each lead, and get to know what they're doing on Twitter, Facebook, Instagram, and other social sites. It also shows news about them and about their company, their competitors, and industry.

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