Discovery calls-that's where first impressions are cemented and meaningful relationships with potential customers begin. Typically lasting around 30 minutes, discovery calls are where sales reps and their prospective customer meet, discuss their needs, and potentially transition to the next step in the buying process. New sellers may find conducting discovery calls challenging, but with the right strategies and support, they can master the techniques, forge strong connections with buyers and move deals forward.

Sales coaches play a key role in helping their sellers understand the nuances of discovery calls and how to conduct them. To help you, I'm sharing some strategies and insider tips designed to bring out the best in your reps and help them transform every call into a stepping stone towards closing deals.