- Last updated on February 16, 2025
- What does a successful discovery call look like?
- How do I know if I am asking the right questions?
- How do I move the conversation forward without being too pushy?
Salespeople like yourself often ask themselves these questions to qualify the best leads, improve their sales skills, and close more deals.

Table of Contents
What Is A Discovery Call?

Main Goal Of A Discovery Call
It provides details on your prospect’s true needs, pain points, budget, and other factors included in your Ideal Customer Profile (ICP).
Discovery Call Tips For B2B Sales Teams

- asking relevant questions
- tailoring the conversation to the prospect’s needs
- active listening
- building trust and rapport
Tip 1 - Sell To The Person Behind The Role
Don’t sell to the CEO, sell to the person that is the CEO.
Tip 2 - Always Be Closing
- prioritize your objectives for the meeting
- determine which of your products can best solve the prospect’s problem
- make the point above the main focus of the meeting

Tip 3 - A Discovery Call Is Not Always A Demo Call
BONUS TIP: When you are ready to show the demo, do not show EVERYTHING, only show the relevant features.
Best Discovery Call Questions For B2B Sales
A study conducted by Mindtickle found that top salespeople ask between 12-15 questions, on average, during a discovery call.

Ready To Achieve Success On B2B Discovery Calls With Prospects?
According to a Salesforce study, 40% of sales reps are unprepared for a discovery call and 85% of buyers don’t feel encouraged after the call.
- Selling to the person behind the role
- Always be closing
- Knowing when to separate a discovery call from a demo call
- Asking well-thought-out questions to determine if a prospect qualifies or not as an opportunity

- sign their first customers
- create a consistent sales process
- get feedback from customers to guide their product development
- $500K in opportunities during the first 4 months
- averaged 18-20 meetings per month during the first year against a target of 10 per month
- $700k+ in closed deals so far
As you can see, working with us is like having your own in-house team, but better. If you’re looking to grow revenue and get a serious lift on your sales this year, book a meeting with us and see how our team can help you close more deals.

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