--- title: The Sales Management Blog | Sales discovery description: Sales discovery | Practical Advice and Guides for new and experienced Sales Managers looking to become the Sales Leaders we all want to work with. Join our community. image: https://www.salesleadershipsuccess.com/hubfs/SLS%20Logo%20Square%201024.png --- [Skip to content](https://www.salesleadershipsuccess.com/blog/tag/sales-discovery/page/1#main-content) [![SLS Logo-1](https://www.salesleadershipsuccess.com/hs-fs/hubfs/SLS%20Logo-1.png?width=320&height=105&name=SLS%20Logo-1.png)](https://www.salesleadershipsuccess.com/) ![menu-toggle](https://21645388.fs1.hubspotusercontent-na1.net/hubfs/21645388/menu-toggle.svg) ![menu-close](https://21645388.fs1.hubspotusercontent-na1.net/hubfs/21645388/menu-close.svg) ## The Sales Leadership Blog  Practical Advice and Guides for new and experienced Sales Managers looking to become the Sales Leaders we all want to work with.   ### Sales Leadership best practices delivered right to your inbox weekly. ##### Topic # Sales discovery [![How To Be High-Value on Discovery Calls.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/show%20the%20prospect%20as%20a%20giant%20in%20a%20business%20suit%2c%20bent%20over%20to%20shake%20the%20hand%20of%20the%20salesperson%20who%20is%20tiny%20in%20relation%20to%20the%20prospect.jpeg)](https://www.salesleadershipsuccess.com/blog/how-be-high-value-on-discovery-calls) ###### [How To Be High-Value on Discovery Calls.](https://www.salesleadershipsuccess.com/blog/how-be-high-value-on-discovery-calls) 23 May, 2024 **The Pitch** Adopting a mindset where you see yourself as a valuable partner rather than just a... [Read More](https://www.salesleadershipsuccess.com/blog/how-be-high-value-on-discovery-calls) [![Low Value vs. High Value Rapport Questions. Which are you using on your discovery calls?](https://www.salesleadershipsuccess.com/hubfs/good%20and%20bad%20questions.png)](https://www.salesleadershipsuccess.com/blog/low-value-vs.-high-value-rapport-questions.-which-are-you-using-on-your-discovery-calls) ###### [Low Value vs. High Value Rapport Questions. Which are you using on your discovery calls?](https://www.salesleadershipsuccess.com/blog/low-value-vs.-high-value-rapport-questions.-which-are-you-using-on-your-discovery-calls) 22 May, 2024 **The Pitch** Establishing genuine connections with prospects is more critical than merely creating... [Read More](https://www.salesleadershipsuccess.com/blog/low-value-vs.-high-value-rapport-questions.-which-are-you-using-on-your-discovery-calls) [![Discovery calls are won in the 1st Minute. Do this to make sure they go well.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/split%20screen%20on%20the%20left%20is%20someone%20open%2c%20and%20in%20a%20casual%20conversation.jpeg)](https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well) ###### [Discovery calls are won in the 1st Minute. Do this to make sure they go well.](https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well) 21 May, 2024 **The Pitch** Understanding and adapting to the prospect's preferred communication style right from the... [Read More](https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well) [![Give this a try. Role Play Discovery Calls With Your Team.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/A%20sales%20team%20engaging%20in%20roleplaying%20exercises%20for%20discovery%20calls%20to%20improve%20skills%20and%20performance.jpeg)](https://www.salesleadershipsuccess.com/blog/give-this-a-try.-role-play-discovery-calls-with-your-team) ###### [Give this a try. Role Play Discovery Calls With Your Team.](https://www.salesleadershipsuccess.com/blog/give-this-a-try.-role-play-discovery-calls-with-your-team) 20 May, 2024 **The Pitch**  Implementing regular role-play sessions for discovery calls is akin to athletes... [Read More](https://www.salesleadershipsuccess.com/blog/give-this-a-try.-role-play-discovery-calls-with-your-team) [![Team Exercise To Level Up Your Discovery Meetings.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/An%20image%20of%20a%20team%20engaging%20in%20a%20reflective%20exercise%20to%20improve%20their%20sales%20strategies%20by%20analyzing%20personal%20buying%20experiences.jpeg)](https://www.salesleadershipsuccess.com/blog/team-exercise-to-level-up-your-discovery-meetings) ###### [Team Exercise To Level Up Your Discovery Meetings.](https://www.salesleadershipsuccess.com/blog/team-exercise-to-level-up-your-discovery-meetings) 10 May, 2024 The PitchUnderstanding the buyer's perspective is crucial in sales. A survey by PwC found that 73%... [Read More](https://www.salesleadershipsuccess.com/blog/team-exercise-to-level-up-your-discovery-meetings) [![This is why BANT, CHAMP, MEDDPICC, and other Qualifying Methods aren't working...](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/An%20image%20of%20a%20sales%20professional%20engaging%20with%20a%20prospect%2c%20there%20are%204%20questions%20marks%20between%20them%2c%20each%20one%20a%20little%20bigger%20than%20the%20previous-1.jpeg)](https://www.salesleadershipsuccess.com/blog/this-is-why-bant-champ-meddpicc-and-other-qualifying-methods-arent-working) ###### [This is why BANT, CHAMP, MEDDPICC, and other Qualifying Methods aren't working...](https://www.salesleadershipsuccess.com/blog/this-is-why-bant-champ-meddpicc-and-other-qualifying-methods-arent-working) 8 May, 2024 **The Pitch** Enhancing traditional qualifying methods with a focus on interpersonal skills can... [Read More](https://www.salesleadershipsuccess.com/blog/this-is-why-bant-champ-meddpicc-and-other-qualifying-methods-arent-working) [![Key phrases to use on Discovery Calls to keep talk time under 20%](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/create%20an%20image%20of%20a%20salesperson%20listening%20on%20a%20call%20dark%20blue%20background%20with%20the%20words%20Talk%2020%20behind%20themmake%20the%20salesperson%20in%20an%20office%20surro.jpeg)](https://www.salesleadershipsuccess.com/blog/key-phrases-to-use-on-discovery-calls-to-keep-talk-time-under-20) ###### [Key phrases to use on Discovery Calls to keep talk time under 20%](https://www.salesleadershipsuccess.com/blog/key-phrases-to-use-on-discovery-calls-to-keep-talk-time-under-20) 7 May, 2024 **The Pitch** Effective communication in sales is about listening more than speaking. When sales reps... [Read More](https://www.salesleadershipsuccess.com/blog/key-phrases-to-use-on-discovery-calls-to-keep-talk-time-under-20) [![This is why your prospects tune out on discovery calls.](https://www.salesleadershipsuccess.com/hubfs/Clipboard.png)](https://www.salesleadershipsuccess.com/blog/this-is-why-your-prospects-tune-out-on-discovery-calls) ###### [This is why your prospects tune out on discovery calls.](https://www.salesleadershipsuccess.com/blog/this-is-why-your-prospects-tune-out-on-discovery-calls) 6 May, 2024 Discovery calls are a critical component of the sales process, but keeping a prospect engaged... [Read More](https://www.salesleadershipsuccess.com/blog/this-is-why-your-prospects-tune-out-on-discovery-calls) [![What to do on your Discovery Call to improve your 2nd meeting rate.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/show%20a%20picture%20of%20a%20daily%20calendar%20full%20of%20appointments%20all%20day.jpeg)](https://www.salesleadershipsuccess.com/blog/keys-to-securing-a-2nd-meeting-do-this-on-the-discovery-call) ###### [What to do on your Discovery Call to improve your 2nd meeting rate.](https://www.salesleadershipsuccess.com/blog/keys-to-securing-a-2nd-meeting-do-this-on-the-discovery-call) 3 May, 2024 **The Pitch** The effectiveness of a discovery call is pivotal in determining whether it will lead to... [Read More](https://www.salesleadershipsuccess.com/blog/keys-to-securing-a-2nd-meeting-do-this-on-the-discovery-call) [![I used to freeze up on Discovery Calls - here’s how I overcame it.](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/show%20a%20picture%20of%20a%20salesperson%20on%20a%20phone%20call%20with%20anxiety%20and%20worry.jpeg)](https://www.salesleadershipsuccess.com/blog/i-used-to-freeze-up-on-discovery-calls-heres-how-i-overcame-it) ###### [I used to freeze up on Discovery Calls - here’s how I overcame it.](https://www.salesleadershipsuccess.com/blog/i-used-to-freeze-up-on-discovery-calls-heres-how-i-overcame-it) 2 May, 2024 Facing a discovery call can be daunting, especially when the person on the other end prefers to... [Read More](https://www.salesleadershipsuccess.com/blog/i-used-to-freeze-up-on-discovery-calls-heres-how-i-overcame-it) [![Steal my best Sales Discovery Call question: ](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/An%20image%20of%20a%20sales%20discovery%20call%20where%20the%20salesperson%20asks%20has%20a%20question%20mark%20over%20their%20head%20in%20a%20thought%20bubble%20to%20foster%20a%20genuine%20connection%20a.jpeg)](https://www.salesleadershipsuccess.com/blog/steal-my-best-sales-discovery-call-question-whats-on-your-mind) ###### [Steal my best Sales Discovery Call question: "What's On Your Mind?"](https://www.salesleadershipsuccess.com/blog/steal-my-best-sales-discovery-call-question-whats-on-your-mind) 1 May, 2024 **The Pitch** The ability to make a discovery call not just another item on the agenda but a pivotal... [Read More](https://www.salesleadershipsuccess.com/blog/steal-my-best-sales-discovery-call-question-whats-on-your-mind) [![The Art of the Discovery Call](https://www.salesleadershipsuccess.com/hubfs/discovery-1.png)](https://www.salesleadershipsuccess.com/blog/the-art-of-the-discovery-call) ###### [The Art of the Discovery Call](https://www.salesleadershipsuccess.com/blog/the-art-of-the-discovery-call) 22 April, 2024 **The Pitch** The opening move in any sales strategy often sets the stage for success or sets you up... [Read More](https://www.salesleadershipsuccess.com/blog/the-art-of-the-discovery-call) [![Lose a Deal Early: Why It Can Be Beneficial](https://www.salesleadershipsuccess.com/hubfs/thumbs%20down.png)](https://www.salesleadershipsuccess.com/blog/lose-a-deal-early-why-it-can-be-beneficial) ###### [Lose a Deal Early: Why It Can Be Beneficial](https://www.salesleadershipsuccess.com/blog/lose-a-deal-early-why-it-can-be-beneficial) 25 May, 2022 **The Pitch**In sales, not every opportunity will lead to success, and sometimes, losing a deal early... [Read More](https://www.salesleadershipsuccess.com/blog/lose-a-deal-early-why-it-can-be-beneficial) [![Stop asking about ](https://www.salesleadershipsuccess.com/hubfs/Stop%20focusing%20on%20pain.png)](https://www.salesleadershipsuccess.com/blog/stop-asking-about-pain-on-sales-calls-focus-on-this-instead) ###### [Stop asking about "pain" on sales calls - focus on this instead...](https://www.salesleadershipsuccess.com/blog/stop-asking-about-pain-on-sales-calls-focus-on-this-instead) 27 April, 2022 **The Pitch**The traditional sales approach often emphasizes finding the customer's pain points as a... [Read More](https://www.salesleadershipsuccess.com/blog/stop-asking-about-pain-on-sales-calls-focus-on-this-instead) [![The Art of Discovery in Sales: Know vs Ask](https://www.salesleadershipsuccess.com/hubfs/art%20of%20discovery.png)](https://www.salesleadershipsuccess.com/blog/2022/04/21/the-art-of-discovery-in-sales-know-vs-ask) ###### [The Art of Discovery in Sales: Know vs Ask](https://www.salesleadershipsuccess.com/blog/2022/04/21/the-art-of-discovery-in-sales-know-vs-ask) 21 April, 2022 **The Pitch**In the realm of sales, the discovery phase is where the magic happens. It's the... [Read More](https://www.salesleadershipsuccess.com/blog/2022/04/21/the-art-of-discovery-in-sales-know-vs-ask) ###### Search Search ###### Topics - [Sales Leadership](https://www.salesleadershipsuccess.com/blog/tag/sales-leadership) - [Sales Management](https://www.salesleadershipsuccess.com/blog/tag/sales-management) - [Sales Coaching](https://www.salesleadershipsuccess.com/blog/tag/sales-coaching) - [Sales Strategy](https://www.salesleadershipsuccess.com/blog/tag/sales-strategy) - [Leadership Development](https://www.salesleadershipsuccess.com/blog/tag/leadership-development) - [Sales Performance](https://www.salesleadershipsuccess.com/blog/tag/sales-performance) - [Performance Improvement](https://www.salesleadershipsuccess.com/blog/tag/performance-improvement) - [Sales discovery](https://www.salesleadershipsuccess.com/blog/tag/sales-discovery) - [Sales Team Motivation](https://www.salesleadershipsuccess.com/blog/tag/sales-team-motivation) - [Team Development](https://www.salesleadershipsuccess.com/blog/tag/team-development) - [Data-Driven Coaching](https://www.salesleadershipsuccess.com/blog/tag/data-driven-coaching) - [Organizational Culture](https://www.salesleadershipsuccess.com/blog/tag/organizational-culture) - [Sales Empowerment](https://www.salesleadershipsuccess.com/blog/tag/sales-empowerment) - [Communication Strategies](https://www.salesleadershipsuccess.com/blog/tag/communication-strategies) - [Employee Engagement](https://www.salesleadershipsuccess.com/blog/tag/employee-engagement) - [Sales Culture](https://www.salesleadershipsuccess.com/blog/tag/sales-culture) - [Team Performance](https://www.salesleadershipsuccess.com/blog/tag/team-performance) - [Sales Engagement](https://www.salesleadershipsuccess.com/blog/tag/sales-engagement) - [Closing](https://www.salesleadershipsuccess.com/blog/tag/closing) - [Sales call strategy](https://www.salesleadershipsuccess.com/blog/tag/sales-call-strategy) - [Win Rate](https://www.salesleadershipsuccess.com/blog/tag/win-rate) - [Sales Meetings](https://www.salesleadershipsuccess.com/blog/tag/sales-meetings) - [Team Dynamics](https://www.salesleadershipsuccess.com/blog/tag/team-dynamics) - [Effective 1:1 Meetings](https://www.salesleadershipsuccess.com/blog/tag/effective-11-meetings) - [Incentives](https://www.salesleadershipsuccess.com/blog/tag/incentives) - [Recognition](https://www.salesleadershipsuccess.com/blog/tag/recognition) - [Rep Accountability](https://www.salesleadershipsuccess.com/blog/tag/rep-accountability) - [CRM Utilization](https://www.salesleadershipsuccess.com/blog/tag/crm-utilization) - [Performance Tracking](https://www.salesleadershipsuccess.com/blog/tag/performance-tracking) - [Value Proposition](https://www.salesleadershipsuccess.com/blog/tag/value-proposition) - [active listening](https://www.salesleadershipsuccess.com/blog/tag/active-listening) - [Compensation](https://www.salesleadershipsuccess.com/blog/tag/compensation) - [Finance](https://www.salesleadershipsuccess.com/blog/tag/finance) - [Hiring Salespeople](https://www.salesleadershipsuccess.com/blog/tag/hiring-salespeople) - [Ideal client profile](https://www.salesleadershipsuccess.com/blog/tag/ideal-client-profile) - [Peer Learning](https://www.salesleadershipsuccess.com/blog/tag/peer-learning) - [Peer-to-Peer Learning](https://www.salesleadershipsuccess.com/blog/tag/peer-to-peer-learning) - [Performance Review](https://www.salesleadershipsuccess.com/blog/tag/performance-review) - [Procurement](https://www.salesleadershipsuccess.com/blog/tag/procurement) - [Quota Management](https://www.salesleadershipsuccess.com/blog/tag/quota-management) - [Stack Ranking](https://www.salesleadershipsuccess.com/blog/tag/stack-ranking) - [Targeting](https://www.salesleadershipsuccess.com/blog/tag/targeting) - [Team Structure](https://www.salesleadershipsuccess.com/blog/tag/team-structure) ###### Popular Post - [Low Value vs. High Value Rapport Questions. Which are you using on your discovery calls?](https://www.salesleadershipsuccess.com/blog/low-value-vs.-high-value-rapport-questions.-which-are-you-using-on-your-discovery-calls) - [Give this a try. Role Play Discovery Calls With Your Team.](https://www.salesleadershipsuccess.com/blog/give-this-a-try.-role-play-discovery-calls-with-your-team) - [Look Forward Not Backward: Measuring the Right Things](https://www.salesleadershipsuccess.com/blog/look-forward-not-backward-measuring-the-right-things) - [Strengthening Your Value Proposition to Avoid the Discount Trap](https://www.salesleadershipsuccess.com/blog/2023/11/17/strengthening-your-value-proposition-to-avoid-the-discount-trap) - [How To Be High-Value on Discovery Calls.](https://www.salesleadershipsuccess.com/blog/how-be-high-value-on-discovery-calls) ###### Subscribe ###### Page: [1](https://www.salesleadershipsuccess.com/blog/tag/sales-discovery/page/1) ![SLS Logo 450.180](https://www.salesleadershipsuccess.com/hubfs/SLS%20Logo%20450.180.png)   Sales Leadership Success provides  Sales Management Consulting and Coaching services for CEOs and Sales Managers in a customized, hands-on way.  ###### HOME - [Sales Leadership Success](https://www.salesleadershipsuccess.com) ###### CONTACT - [Schedule Free Intro Call](https://calendly.com/stevenlevitt/intro) - [Schedule Coaching Call (Paid)](https://calendly.com/stevenlevitt/1hr-consult) - [eMail](mailto://steve@salesleadershipsuccess.com)