The Discovery Runsheet: Thirty Minutes
One page to keep in view during a thirty-minute discovery call: six phases, what to ask in each, and the signal that tells you to move on. A map of where you are, not a script to read.
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The Discovery Runsheet: Thirty Minutes
What's inside
- Six phases, with the proportion of the call each should take
- The move-on signal for every phase, which is the column that decides the call
- How to handle an SDR handover: replay it, ask what has changed, then go deeper
- What separates a good discovery call from a bad one, in four lines
- The close as spoken language: how to test for a next step without pushing for one
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
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