Discovery & Qualification · Practitioner
Pre-call prep that closes deals
How to walk into every discovery already two questions ahead of the prospect.
10 min
Outcomes
- Build a five-minute pre-call brief from your CRM and the public web
- Identify the two contrarian questions worth asking
- Pre-empt one likely objection before it surfaces
Inputs
Latest 10-K or earnings transcript, recent funding events, stakeholder LinkedIn activity, CRM history with this account, public reviews of competing tools.
Outputs
A one-page brief: company context, two pains we hypothesize, two contrarian questions, one likely objection.
Run a pre-call brief for your next live opportunity
- Open your next live opportunity.
- Produce the one-page brief above in under ten minutes.
- After the call, score how many of your hypotheses landed.