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1 strategies and tactics for Discovery Calls

What is Discovery Calls strategy?

Team success often hinges on the ability to develop and implement effective strategies and tactics. It's a bit like playing chess, except that you have more than 1 player on each side.

Finding the right Discovery Calls strategy can be daunting, especially when you're busy working on your day-to-day tasks. This is why we've curated a list of examples for your inspiration.

Copy these examples into your preferred app, or you can also use Tability to keep yourself accountable.

How to write your own Discovery Calls strategy with AI

While we have some examples available, it's likely that you'll have specific scenarios that aren't covered here. You can use our free AI generator below or our more complete goal-setting system to generate your own strategies.

Discovery Calls strategy examples

You will find in the next section many different Discovery Calls tactics. We've included action items in our templates to make it as actionable as possible.

Strategies and tactics for improving Consultative Discovery Skills

  • ⛳️ Strategy 1: Conduct structured research

    • Research common challenges in the industry of your clients
    • Read case studies on successful consultative selling
    • Attend workshops or webinars on discovery call techniques
    • Identify key influencers and thought leaders in consultative selling
    • Follow industry trends to understand evolving client needs
    • Gather feedback from peers who excel in discovery
    • Subscribe to industry-specific publications and newsletters
    • Conduct competitor analysis to learn from their approach
    • Analyze past client interactions to identify areas for improvement
    • Join online forums that discuss bad and good consultative strategies

  • ⛳️ Strategy 2: Practice active listening

    • Participate in role-playing exercises with a focus on listening
    • Record and review your discovery calls for self-assessment
    • Practise summarising client needs to ensure understanding
    • Develop a habit of asking open-ended questions
    • Take notes on client cues for latent needs
    • Engage in daily exercises to improve concentration and mindfulness
    • Seek feedback on your active listening skills from colleagues
    • Adapt reflective listening to confirm client statements
    • Practice empathy by fully placing yourself in the client's situation
    • Reduce distractions in your call environment to maintain focus

  • ⛳️ Strategy 3: Enhance questioning techniques

    • Study different types of questions and their uses in discovery
    • Prepare a set of tailored, probing questions for different scenarios
    • Utilise storytelling to relate questions to real-world situations
    • Incorporate silence after questions to encourage client response
    • Analyse successful calls for effective questioning strategies
    • Test and refine questioning strategies during practice sessions
    • Join a peer group to exchange effective questioning techniques
    • Record and assess reactions of clients to various questions
    • Regularly review and update your question bank
    • Attend seminars on high-level consultative questioning
consultative-sellingdiscovery-callssales-consultantbusiness-analystsales-teamcustomer-success-team
Implement these strategies

How to track your Discovery Calls strategies and tactics

Having a plan is one thing, sticking to it is another.

Don't fall into the set-and-forget trap. It is important to adopt a weekly check-in process to keep your strategy agile – otherwise this is nothing more than a reporting exercise.

A tool like Tability can also help you by combining AI and goal-setting to keep you on track.

More strategies recently published

We have more templates to help you draft your team goals and OKRs.

Planning resources

OKRs are a great way to translate strategies into measurable goals. Here are a list of resources to help you adopt the OKR framework:

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