Discovery Call Goals
Before the Discovery Call
Prep & Understanding Workflow
Setting Meeting: Discovery Call
Active Listening & Problem Solving
Discovery: Always CLARIFY
The goal of the Demo is to use the information in both the discovery and demo with a clear call to action to try to close the deal. Always explain the “why” listen and adapt. Don’t be stiff and scripted.
Demos with Limited Discovery
Doing a demo without an in-depth discovery is risky but good reps know that discovery is a marathon and good demos include a lot of curious questions to get you prospect talking.
In-Depth Discovery on Demo
If you are not doing an in-depth discovery while on the demo you miss out on opportunity to influence your buyer. Kyle Asay from Sales Introvert talks about the difference between a good discovery and a bad one in his Solutions and Presentations Framework. “Deep discovery requires context. Initial discovery helps you get the context you need from your buyer to begin a solution presentation. Starting solution presentation gives your buyer the context to move with you into the deeper discovery you’ll need to win complex deals” Kyle Asay provides this great example in his frameworks on salesintorverts.com
Box Checking Discovery Example: Kyle Asay Framework
Ongoing Discovery on Demo Example: Kyle Asay Framework
Thinking like a Decision Maker
Building Value (Comparing Competitors)
 What is their #1 priority?
Ex- We need drive expansion by cross selling all of our additional products.
 Why is that their #1 priority?
Ex- Due to the current economic landscape, it’s becoming more challenging to get new logos as our buyers are pulling back their budgets.
 How are they doing that today?
Ex- We’re having team meetings every month, and we’re asking our team for feedback in pipeline reviews, but we’re not seeing many additional cross-sells.
 Revenue impact?
Ex- If we can do this effectively, we believe there is a $10M opportunity.
In this order, you can use these key points to kickoff a killer demo!  ->  ->  -> [problem you're solving] ->  -> [what will you show them]
 Due to the current economic landscape, it’s becoming more challenging to get new logos as your buyers are pulling back their budgets. So you’re focused on driving expansion by cross-selling all of your additional products. You’re hosting team meetings and pipeline reviews, but you’re not seeing many additional cross-sells.[The problem your solution will solve] Driving adoption to anything new is incredibly difficult, and humans will forget 80% of what they learn within 48 hours. And you can’t be on every call with your reps, listen to every recording, nor can you read every email to know if your reps are cross-selling effectively in every opportunity. But if you can do this effectively, there is a potential for $10M opportunity.[What you will show them] Today, you will find out how you be able to more effectively drive expansion by have visibility into which deals are your additional products being cross-sold, cross-sold effectively, and where there is a lack of adoption in your team so you can drive more cross-sells for this 10M opportunity
What to Use - Kyle Asay
Day 1: Triple Tap
Day 3: Quick Follow up
Weeks Two and Three
A/B testing in sequences doesn’t have to be completed. Start by tweaking the CTA in your
Here are three formulas you can try:
This or that
Did you know that you can group prospects in the same sequence using Outreach?
If you have clients where you need to communicate the same message with multiple people in the same account, this could help you: Here are some use cases I use this for:
If your company doesn't have a place where you can see your metrics week over week, month over month...Create your own. This can be as simple as a spreadsheet, or (some of this can be) as involved as creating an actual dashboard/leaderboard type view on Salesforce, or whatever you're using. Ideas for metrics that SDRs can track
Call Channel - Data:
Call Channel - On the Phones:
Call Channel - Meetings - Successes/Gaps:
Email Channel - Data:
Email Channel - Reply Handling:
When talking about closing, pricing will come up. Especially in SaaS pricing is super important- learn more about pricing mistakes from Kyles paid frameworks. Kyle Asway in his End of Deal Frameworks talks about how the SaaS pricing model is constantly changing and you don’t get credit for proactive discounting. Kyle suggests refusing to negotiate price until the scope is finalized.
End of Deal: Getting to the Close
End of Deal: Genuine Interest
This is a closing technique that assumes the sale. Confidence is key here! Instead of asking if they want to buy, instead asking them how many seats they want. This closing method requires someone with a nurturing sales approach as to not ruin the rapport. This close should only be used after building value as it does give the prospect enough time to talk about pains and objections, they would have.
Salespeople by nature are usually pretty good storytellers! This may be your chance to shine depending on how you decide to utilize this closing technique.
The best part of this closing technique is you have uncovered enough needs, value or examples and do not need to give discounts or promotional offering.
Perfect this pitch using all the information you have learned in discovery about workflows, org charts and how your prospect measures success! A valued based, organic summary pitch may be enough close the deal- but it is important to note that some sellers have to attempt to close 5+ times before they get the contract signed.
Some gifted sellers with a track record of success with similar use cases and personas will add an additional case study to really loop their success to the destined success your prospect will have if they buy.
This closing technique is usually coupled with the assumptive close- or if done right will give you enough insights to do exactly what you need to do to win their business.
Some of the best use visuals in their presentation.
The Now or Never Close is a classic way of getting the prospect to buy now, this technique works because it creates as sense of urgency.
If you have by promising added features now. It works well when the prospect is having a hard time moving to yes- they are curious but not sold just yet.
SaaS sales is all about retaining clients, and upselling/cross selling down the line. However, a good way to close the deal immediately can be to utilize the now or never method but offer to add one of the many added features of the tool.
For example, the ability for a more seamless integration, ability to add more contacts, or send more emails. This same Method can be used by offering to reduce the prospect to a lower cost plan that can be expanded on later. This tactic only works if value is there, but they have objections such as budget.
Referrals that stick and pay are the real deal. Deals that come through referrals have a higher conversion rate, higher retention rate and lower churn rate. DUH!
Most salespeople ask for a referral after the close, but some salespeople use this as a method to get to the close. Some resources suggest you bring this closing technique up when you feel like your prospect has zoned out, and by straight up asking for someone they know who is a fit for the services may bring back interest. This is done by showing curiosity around their referrals needs and why your prospect seems like a fit.
Engaging in a light discovery may bring more light to the current conversation by talking more about this potential prospect needs and goals. Relate them back to your DM to close by connecting those same dots!
Providing multiple options for your buyer is the best way to avoid a black and white – yes or no response. This closing technique is best to use when you have a prospect who is unsure how often they will use the product or are having budget objections.
Instead of going for the close and offering a single service package you ask them to choose from 1-3 options. A common approach for this is service lengths. Do not overwhelm them with too many options to chose from. For example, a 3-month, 6-month, or 1-year subscription.
If you straight up ask them if they want a subscription, you may get the no you are trying to avoid. Testing the waters and offering a specific length may give you more insights (or a sale!) on what will satisfy their current needs.
Example: Now that I know all of your needs and requirements, I think these two options works best. Would you like to go with x length or y length.
This technique happens during the discovery process when a client will say what they like and don’t like about a product, services, or features. All feedback is good feedback, and when you get this feedback and see an opportunity to get the client what they need and close the deal- DO IT!
In the world of SaaS and services there is a lot that can be customized to the client, and a lot of information to work with if you get the client talking about their needs.
The sharp angel close comes up in software/SaaS because of all the details that need to align in order for a successful implantation to happen, especially in more complex deals. This includes installations and service/ software updates and other aspects of the deal.
Offering a trial at a reduced rate or a free month’s subscription is a great way to push the deal out, but can bring a lot of value with clients who plan utilizing the tool within the time frame.
What we love about sales recruiting is there are very few careers that have a clear growth plan for
those willing to put in the work. You can grow from Sales Development Rep ($100k/Year) to Account
Executive ($300k/Year) in less than 2 years.
Once you have mastered the SDR/AE role, growth into Sales Leadership is the next step. IDR Sales Leadership Candidates make $200-$500k/Year in SDR Management, Sales Enablement Leadership, and VP of Sales Roles
When Generating & Growing pipeline In SaaS it is about quality vs quantity. Many Sales leaders like Kyle Asay recommend Adding fresh contacts to your list daily. Prioritizing your top ICP accounts and build account plan/outreach with an org chart so you have a firm grasp on those personas is critical. Thoughtful and targeted outreach will help you get noticed. Use Social selling and multi-level engagement to build awareness to set meetings and close deals.
The more you understand your buyer and what works and does not work is critical. What is the pain you are solving and who is your potential DM/champion? How will your solution solve their problem and how is that solutions success measured? Kyle Asay challenges you to learn more about your buyers - how they spend their time, how they are measured, what they prioritize. Kyle also suggests Setting follow-ups thinking “what does my buyer need from me to make a good decision” rather than “what do I need from my buyer to make a sale”
The best sales reps analyze every step of the sales cycle to find room for improvement. Jacob Karp asks these important questions in his content. What account planning, mapping and strategy was created to target this account? What personas did you engage with? What was your messaging? What stage are you in and how do you progress? Asking these questions will help you determine the best approach to finding out what works.
What separates a good rep from a great rep is their investment in their own growth and personal development. Kyle Asay talks about an effective workday system that includes spending an hour a day mastering your craft. Many salespeople spend their time on prospecting, demos, closing techniques and networking in the buyer’s circle. You can check out our list of podcasts and books recommended by sales leaders (here link back to the books section) Staying curious, and hungry for knowledge will bring you big success. Do not forget to prioritize mental, physical, and emotional health too. Sales is hard!