Salespeople only spend 30% of their time actually selling. Discovery calls are therefore becoming a decisive lever for greater sales efficiency - especially since almost half of all interested parties are not suitable prospects.
The discovery call qualifies potential customers quickly and reliably. You can see early on which leads are ready to buy and which don't match your offer. This saves valuable resources for the right opportunities. Remarkable: 82% of buyers book a meeting after a successful cold call.
Discover how to carry out discovery calls in a structured way - from the right questioning technique to efficient follow-up. With practical best practices and tools like Bliro for automatic conversation documentation, you'll gain more time to actually sell.
What is a discovery call in sales?
The first interview determines the entire sales process. The Discovery Call creates a structured foundation for successful sales activities.
Definition and objectives
The Discovery Call is that first structured conversation between sales reps and a prospect who has already shown interest in your company or product Unlike classic sales calls, it is not aimed at an immediate conclusion. Instead, you understand the prospect's needs, goals, and challenges and build a relationship.
The main objectives of a discovery call:
- Gathering information about the potential customer's biggest challenges
- Building relationships and creating a basis of trust
- Qualification of resource optimization leads
- Understanding the decision-making process in the company
- Positioning as a competent partner
- Laying the groundwork for further cooperation
Early qualification or disqualification saves valuable time and resources for suitable leads.
Difference between cold calls and demo calls
Discovery calls and cold calls are part of the sales repertoire, but they are different fundamentally:
A discovery call takes place after an interested party has already expressed interest - by filling out a form, downloading content or participating in a webinar. You focus on specific requirements and problem areas.
Cold Calls are unsolicited initial contacts with potential customers without explicit interest. This is where you arouse interest and arrange initial meetings.
Demo calls come later in the sales process. While discovery calls understand customer needs, demo calls focus on product presentations that have already been identified as suitable.
When does a discovery call make sense?
Discovery calls are particularly suitable for potential customers who are already interested. These signals indicate the right time:
- Contact form completed
- Content downloaded
- Webinar attended
- Recommendation received
- Marketing campaign answered
The ideal time: “warm leads” with existing brand interaction. 30 minutes of conversation time collect essential information without overwhelming demands.
Call recording tools like Bliro make discovery calls particularly effective. You focus completely on the conversation while all important information is automatically collected. This enables precise post-processing without lost details.
This is how a discovery call works
A successful discovery call follows a clear structure. This enables efficient work and leaves a professional impression on the customer. The structured approach collects all important information without wasting valuable time.
1. Preparation and research
Thorough preparation is decisive for success. Gather comprehensive information about the potential customer before the first contact. Research the company profile, market position, and product offering. Get an overview of current industry trends and potential challenges in the prospective customer's industry.
Define clear goals for the conversation - such as identifying key challenges, understanding the decision-making process, or identifying relevant stakeholders. Prepare open-ended questions that promote dialogue and provide deeper insights.
2. Starting the conversation and agenda
The first five minutes determine the course of the conversation. Start with a friendly greeting and a brief personal introduction. Make an authentic connection - a mutual contact or an interesting post on LinkedIn often works wonders.
Present a clear agenda and confirm the time frame. A professional start: “Thank you for taking your time today. My goal for the next 30 minutes is to learn more about your current challenges to see if we can potentially help you.”
3. Needs analysis and qualification
Active listening is at the heart of this phase. Successful salespeople talk about 50% of the time in a discovery call. Ask open-ended questions that start with “How,” “What,” or “Why.” Avoid questions that can only be answered with “yes” or “no.”
Focus on different types of questions:
- Situational questions: “Can you describe to me what your current process looks like?”
- Problem questions: “Which aspects of this process are the most time consuming?”
- Impact questions: “What specific effects does this challenge have on your KPIs?”
- Utility questions: “What would an ideal solution look like for you?”
4. Proposed solution and next steps
Briefly suggest how your solution could help - without going into a full product presentation. Summarize key findings to show that you've listened and understood.
Define clear next steps. Determine whether another conversation, a demo, or additional information is the logical next step. Formulate this as a specific suggestion: “Based on what you've described, the next logical step would be a short, personalized demo. Would you have time to do that next Tuesday or Thursday?”
5. Documentation and handover
Don't let valuable insights be lost after the interview. Document all important information in your CRM or sales tool. Studies show: 44% All agreed follow-up measures are never implemented. Tools such as Bliro for automatic call recording prevent this.
Use Bliro to create a detailed summary and notes for follow-up and handover to the sales team. In this way, all team members remain informed about the results and can provide targeted support in the further sales process.
5 question categories for successful discovery calls
Your questions determine the success or failure of the discovery call. spot open questions with “How,” “What,” or “Why” - avoid yes/no questions that bring the conversation to a standstill.
Questions about the current situation
Start with the status quo:
- “Describe your current process for [specific task] to me.”
- “What is your role in [specific area]?”
- “What is already working well in your system?”
These introductory questions build trust and give you important baseline information. Bliro Record all answers so you can concentrate fully on listening.
Questions about pain points and goals
Find the real problems:
- “What prompted you to look for a new solution?”
- “Which challenges cost you the most time every day?”
- “How does this affect your customers?”
- “What happens if you don't solve the problem in the next 6 months?”
Real pain points often only become visible after repeated inquiries.
Questions about the decision-making process
Identify all stakeholders:
- “Who decides on software purchases in your company?”
- “Which criteria are most important for the selection?”
- “How did your last similar purchase process go?”
These questions reveal decision-making structures and prevent later surprises.
Budget and timeline questions
Clarify framework conditions sent:
- “By when would you like to have a solution implemented?”
- “Which factors are more important - time, costs, or features?”
- “Are there budget requirements that we should consider?”
Talk about value first, then about price. Calculate together: “20 hours saved per week correspond to x € per month.”
Questions about previous attempts at solutions
Understand the history:
- “Which tools have you already tested - and why didn't they fit?”
- “What was good about previous solutions, what was missing?”
- “What other shortlisted alternatives do you have?”
In this way, you avoid approaches that have already failed. Bliro automatically extracts all important insights for your perfect follow-up.
Best practices for discovery calls: 5 expert techniques for successful qualification interviews
Successful sales professionals master specific techniques that differentiate their discovery calls from average calls. These best practices measurably optimize your qualification rate.
Active listening as a sales technique
Top sellers only talk 50% the talk time. Concentrate completely on your interlocutor's answers. Write down key points or use automatic recording tools to focus entirely on the conversation. Paraphrase important statements: “Do I understand correctly that...”
Structured time management
Define clear 30-minute slots and confirm the time frame: “We've scheduled 30 minutes - does that still fit?” The first five minutes shape the entire conversation. Present a specific agenda and explain the purpose of the conversation transparently.
Avoid typical conversation mistakes
Avoid yes/no questions. Instead of “Are you happy with your CRM?” question “What CRM challenges are you currently facing?” Of course, incorporate questions into the conversation instead of checking off lists. Never dominate the conversation or bombard prospects with questions.
Conversation guide as navigation
Your structured guide should include:
- Authentic opening with a business focus
- Open questions about promoting conversation
- Flexibility for individual adjustments
- Defined next steps
Automatic documentation with Bliro
GDPR-compliant meeting assistants such as Bliro automatically extract the most important conversation information and save it directly to your CRM. You're fully focused on the conversation while all details are captured. Use features such as transcription and follow-up emails to continuously optimize conversations.
Follow-up and follow-up after the discovery call: Turning conversations into measurable results
The discovery call doesn't end when you hang up. Follow-up will decide whether the interview becomes a qualified lead.
Automatic documentation instead of manual notes
Sales teams rely on detailed discussion documentation to accurately capture customer information. Bliro automatically extracts the most important information and stores it directly in CRM. During the conversation, you focus entirely on the customer - no more missed details.
Follow-up email within 24 hours
The personalized thank you email shows professionalism and keeps contact warm:
- Summary of key talking points
- Specific details that show: You've listened
- Confirmation of agreed next steps
- Relevant resources such as case studies or white papers
Tailored demo based on pain points
Prepare an individual demo that addresses the identified challenges directly. Successful salespeople invest a few more minutes in demo preparation than less successful colleagues.
CRM integration for seamless team handover
Document all findings in a structured CRM. The sales team has immediate access to:
- Specific next steps to complete
- Decision-making processes in customer companies
- Roles of contact persons and decision makers
Use CRM reminders for follow-up activities. This way, no lead remains unprocessed.
Conclusion
Discovery calls form the basis of efficient sales processes. Save time and resources by focusing on qualified leads. At the same time, you create a basis of trust for further cooperation.
The right questioning techniques uncover real customer needs. Active listening is becoming a decisive success factor for deeper insights into pain points and decision-making processes.
Follow-up is decisive for the success of the entire call. Many salespeople struggle with listening and documenting important details at the same time. Tools like Bliro automate call recording and extract key insights. This allows you to concentrate completely on the customer.
A structured approach, targeted questions and efficient tools optimize your sales process. Your discovery calls become more productive and you get more time to actually sell. Integrate these best practices into your daily work and increase your sales success.
