Sales glossaryDiscovery call

What is a discovery call in sales?

Busy? Here's the short answer:

A "Discovery call" is the first talk between a salesperson and a potential customer. The salesperson gathers vital info about the customer's needs and preferences to decide if their product or service is a good match, setting the stage for a more tailored sales approach.

What is a Discovery Call?

A "Discovery call" is an essential part of the sales process and marks the initial conversation between a salesperson and a potential customer. During this call, the salesperson's primary goal is to gather crucial information about the customer's needs, preferences, pain points, and challenges. By understanding the prospect's requirements, the salesperson can determine if their product or service is a good fit for the customer, setting the stage for a more tailored and effective sales approach.

Key Takeaways:

  • A Discovery call is the first conversation between a salesperson and a potential customer.
  • Its purpose is to gather vital information about the customer's needs and preferences.
  • The information gathered in the Discovery call helps the salesperson determine if their product or service is a suitable match for the customer.

The Significance of a Discovery Call

The Discovery call plays a pivotal role in the sales process and has several crucial benefits:

1. Understanding Customer Needs

During the Discovery call, the salesperson engages the prospect in open-ended conversations to understand their specific needs and challenges. By actively listening to the customer, the salesperson gains insights into what the prospect is looking for in a product or service.

2. Tailoring the Sales Approach

Armed with valuable information from the Discovery call, the salesperson can tailor their sales approach to address the customer's unique requirements. This personalized approach makes the prospect feel valued and increases the chances of a successful sale.

3. Building Rapport and Trust

The Discovery call is an opportunity for the salesperson to establish rapport and trust with the prospect. By demonstrating genuine interest in the prospect's concerns, the salesperson can create a positive impression and lay the foundation for a strong business relationship.

Real-Life Example of an Effective Discovery Call

Let's consider a real-life example of how a Discovery call led to a successful sales outcome:

Company: XYZ Marketing Solutions Service: Digital Marketing Services

XYZ Marketing Solutions offers comprehensive digital marketing services to businesses of all sizes. During a Discovery call with a potential customer, they discovered that the prospect's primary pain point was a lack of online visibility and low website traffic.

The sales representative took note of this information and emphasized how their tailored digital marketing strategies could improve the prospect's online presence and drive more qualified leads to their website. The Discovery call allowed the salesperson to build a connection with the prospect and showcase the company's expertise in addressing the specific challenges the prospect was facing.

As a result of the Discovery call's effectiveness, the prospect expressed interest in moving forward with XYZ Marketing Solutions' services, leading to a successful sales conversion.


Q: How long does a typical Discovery call last?

A: The duration of a Discovery call can vary depending on the complexity of the product or service being offered and the depth of the conversation with the prospect. On average, a Discovery call usually lasts between 30 to 60 minutes.

Q: What should I prepare before a Discovery call?

A: Before a Discovery call, it's essential to research the prospect and their company. Have a list of open-ended questions prepared to encourage the prospect to share their needs and challenges freely.

Q: What if the prospect is not a good fit during the Discovery call?

A: If the information gathered during the Discovery call indicates that the prospect is not a good fit for your product or service, it's best to be honest and transparent. It's better to focus your efforts on prospects who are more likely to benefit from what you have to offer.

In conclusion, a Discovery call is a critical step in the sales process, allowing salespeople to gather vital information about the prospect's needs and preferences. By actively listening and tailoring the sales approach based on the insights gained, salespeople can build trust, address pain points, and increase the likelihood of successful sales conversions.

Related terms...


A Demo is a presentation of a product or service offered by a salesperson, often an Account Executive, to help a prospect better understand how the product and meet their specific needs and solve their problems.

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Lead routing

"Lead routing" is he process of directing potential customers, or leads, to the right salesperson or team in a company. The goal is to make sure each lead gets handled by the best person for the job, improving the chances of turning them into customers

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Lead qualification

"Lead qualification" is the process of figuring out if a potential customer is a good fit for the company. It involves checking if they're genuinely interested, have the budget and authority to buy, and match the company's offerings. The goal is to focus the sales team on leads with the best chances of becoming successful sales, saving time and resources.

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Lead scoring

Lead scoring is a method to rank potential customers, or leads, to find the most promising leads based on factors like interest and engagement (for example, website visits or email responses).

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Lead generation

Lead generation is the process of identifying and attracting potential customers for a business. The goal is to convert prospects into a qualified leads that can be nurtured and converted into customers.

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All terms

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