Qualification & Discovery
Understanding the problem deeply enough to sell it.
Workflow
Step 1Contact Made
ObjectiveOpen the conversation.
InputLead, meeting
OutputContact
Key activities
Make contact and start the discussion
Decision points
Are we talking?
Tools: CallRoles: SDR · AE
Success: Contact made
Quality gate: Go: connected. Loop back: silent.
Why it matters
- Deals are won in discovery. The rep who understands the problem and the buying process controls the deal.
Best practices
- Ask before you tell.
- Qualify the buying process, not just the budget.
- Confirm the use case and the person who owns it.
- End with a shared picture of the next step.
Common mistakes
- Pitching before understanding.
- Assuming budget/authority without asking.
- Letting the prospect control the agenda.
Key questions
- What happens in their world if this problem persists?
- Who decides, and what do they need?
Agents that drive this
QualifierDeal Room
Tools we use · alternates in [ ]
HubSpot[ Salesforce, Pipedrive, Attio ]Notion[ Confluence, Obsidian ]