Leslie Venetz on Perfecting Discovery Calls: Practical Insights from 20 Years in Sales
Join Leslie Venetz as she shares practical insights in uncovering prospect needs, navigate objections, and drive clear next steps in every discovery call.
We'll discuss:
Pre-Call Research: How to Enter a Discovery Call Prepared
Identify what matters: The 3 most critical details to research about a prospect’s company before the call.
How do you run deeper discovery research that impresses your prospects?
Learn to spot key decision-makers and their criteria to evaluate solutions.
2. Asking Deeper Open-Ended Questions
The exact framework to uncover pain points (operational, financial, or strategic) without making prospects defensive.
How to identify not just the problem, but the real impact behind it (think missed revenue or hidden costs).
Questions that uncover their buying process—without asking, “What’s your buying process?”
3. Handling Budget and Timelines
Proven phrases to smoothly introduce budget discussions early in the call.
Questions that reveal their timeline and decision-making criteria—without vague answers.
How to handle, “We’re just exploring options,” and turn it into actionable next steps.
4. Standing Out Against Competitors
How to subtly uncover who else they’re talking to and what they value in a solution.
Ways to differentiate your offer that don’t rely on price or feature lists.
5. Create Personalized Follow-ups
The 2-minute summary framework to align expectations before the call ends.
Craft hyper-personalized follow-up emails that make you unforgettable—using specifics from the call.
How to use call insights to build urgency and lock in the next steps immediately.
6. Live Q&A with Leslie
Bring your toughest discovery call challenges and get practical advice on the spot.