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Discovery Call

By Dan Kurtz 1 min read

A discovery call is the first structured sales conversation between a qualified prospect and a seller. Its purpose is to understand the prospect’s situation, pain, timeline, and budget, and to decide whether the fit is real.

A good discovery call is 70% listening, 30% asking. The seller’s job is disqualification as much as qualification. Booking bad-fit prospects onto sales calls burns the calendar and hurts close rates.

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