{"id":43119,"date":"2025-12-04T17:56:32","date_gmt":"2025-12-04T17:56:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43119"},"modified":"2025-12-04T17:56:32","modified_gmt":"2025-12-04T17:56:32","slug":"this-is-a-good-discovery-call","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/this-is-a-good-discovery-call\/","title":{"rendered":"THIS Is a Good Discovery Call!"},"content":{"rendered":"

(Compare this one with the poor discovery call posted previously.)<\/p>\n

But before you read further, examine the Gong recording \u2013 the call was ~55 minutes long.<\/p>\n

What do you see?<\/p>\n

First, the Talk:Listen ratio (Vendor:Prospect) is terrific<\/em> at 34:66%. (The blue-purple component is the vendor; the two red components are the prospect players.)<\/p>\n

Next, note the number of speaker switches: It\u2019s a real conversaci\u00f3n<\/em>!<\/p>\n

Listening to the call, this vendor leveraged many of the skills in \u201cDescubrimiento<\/em>,\u201d including using \u201cAnything else?\u201d to enable the prospect to expand on their situation. The vendor also explored the prospect\u2019s culture<\/em>, uncovering several key attributes that mapped to Value Realization Events. What a delight!<\/p>\n

Additionally, the vendor provided several quid pro quo comments and information that made the call productive for the prospect, as well as the vendor.<\/p>\n

And this vendor closed the call using one my favorite discovery questions, \u201cIs there anything I haven\u2019t asked that I debe <\/em>be asking?\u201d<\/p>\n

This discovery call was a thing of beauty!<\/p>\n

Finally, and perhaps most importantly, the vendor in this discovery call won the business.<\/p>\n

The vendor in the previous post did not!<\/p>\n

 <\/p>\n

So, is this a good discovery call? Yes, indeed!<\/p>\n

Now: how do YOUR discovery calls compare?<\/p>\n

This vendor rep was operating at Level 8 of the 10 levels of discovery skills. (There is always room for improvement\u2026!)<\/p>\n

 <\/p>\n

Want to uplevel YOUR discovery skills? Here\u2019s how:<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

 <\/p>\n

Even better, take a Doing Discovery Workshop to accelerate your skills learning and application!<\/p>\n

https:\/\/greatdemo.com\/training\/workshops\/doing-discovery\/<\/a><\/p>\n

 <\/p>","protected":false},"excerpt":{"rendered":"

(Compare this one with the poor discovery call posted previously.) But before you read further, examine the Gong recording \u2013 the call was ~55<\/p>","protected":false},"author":2,"featured_media":43120,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[7],"class_list":["post-43119","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43119","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=43119"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43119\/revisions"}],"predecessor-version":[{"id":43121,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43119\/revisions\/43121"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43120"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43119"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43119"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43119"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}