Stop mapping solutions—start challenging beliefs

Jen Allen-Knuth challenges the traditional approach to discovery, which focuses on mapping solutions to customer needs.

Instead, she suggests using discovery to reframe buyer assumptions, differentiate from competitors, and position yourself as a strategic partner.

1. Start with a hypothesis.

   • Research the company’s goals through shareholder letters, interviews, or podcasts.

   • Frame it as: “As an outsider, it seems like your goal is X. What might I be missing?”

2. Understand their current beliefs.

   • Ask how they plan to achieve their goals and what shaped those assumptions.

   • Example: “Why do you believe hiring more SDRs is the best way to 4x revenue by 2025?”

3. Challenge their assumptions.

   • Introduce data or trends that contradict their approach without attacking them.

   • Focus on external factors (e.g., market shifts) to reframe their thinking collaboratively.

4. Highlight the cost of inaction.

   • Show what’s at stake if they stick with their current approach.

   • Focus on COI (cost of inaction) instead of ROI to create urgency.

5. Co-create the problem’s scope.

   • Suggest gathering data to calculate the “pain size” together.

   • Don’t pitch a solution yet—focus on deciding if it’s worth exploring further.

This issue is brought to you by MeetRecord

Personalized AI Coaching

Here’s what you can achieve using MeetRecord:

• Get AI-generated scores after each call based on set criteria.

• Highlight key performance indicators for timely feedback.

• Identify strengths and growth areas instantly.

How to avoid discovery call fatigue

James Thompson offers strategies to combat buyer fatigue during discovery calls.

His approach:

1. Use relevant insights.
   ⇢ Reference recent buyer activities, market trends, or similar customer feedback.
   ⇢ Avoid basic questions—do your research to show you understand their context.

2. Acknowledge their search journey.
   ⇢ Ask: “How far along in your search are you? How many tools have you evaluated?”
   ⇢ This reveals their fatigue level and prevents repetitive questions.

3. Ask thoughtful questions.
   ⇢ Try either-or questions: “Does your setup lean more towards A or B?”
   ⇢ Use context-based questions: “Your CEO said X was a priority. How does that affect your goals?”

4. Engage with empathy.
   ⇢ Label emotions: “It sounds like this has been a challenge.”
   ⇢ Seek permission: “If it’s okay, I’d like to dig deeper into that.”

5. Spread out the discovery.
   ⇢ Don’t cram all questions into one call. Save some for follow-ups or demos.
   ⇢ Show attentiveness by revisiting past notes and asking to expand on points in future calls.

Six smarter questions for discovery calls

Chris Orlob outlines six impactful questions to ask during discovery calls that go beyond surface-level queries.

They help salespeople uncover true business priorities, quantify pain, and drive urgency without sounding generic:

1. "What challenges in [X-area] would you regret not solving six months from now?"

⇢ Cuts through "nice-to-haves" and gets to core priorities.
⇢ Helps prospects filter their biggest concerns.

2. "What’s going on in the business that’s making [that challenge] a priority?"

⇢ Uncovers the deeper story behind the issue.
⇢ Strikes a chord with buyers, often prompting meaningful insights.

3. "What metric is struggling most because of this?"

⇢ Quantifies pain and makes challenges feel tangible.
⇢ Drives urgency by showing how problems impact measurable results.

4. "What are the second-order effects this is having on the business?"

⇢ Signals your business acumen without using salesy language.
⇢ Encourages prospects to reveal the broader impact of their issues.

5. "Who else is impacted by this, and how?"

⇢ Plants the seed for multi-threading by identifying other stakeholders.
⇢ Expands the scope of the problem, increasing its perceived importance.

6. "What’s driving you to solve this now rather than later?"

⇢ Ask after building the full picture of their challenges.
⇢ Helps prospects articulate the urgency and importance of acting.

Partnering with these newsletters:

• simple AI: Join 100,000+ others and learn how to use Agent AI

• NeuroTycoon: Get easy tips to make your brain better

• Big Desk Energy: Startup insights, stories, and vibes

• Creator Spotlight: Building an audience with social media

Check them out!