Podcast Episode 13: Mastering Discovery Calls: Frameworks for Sales Success

In this solo episode, Steve walks through how to prepare with research, use the ACE framework (Agenda, Confirm, Expectations) to structure conversations, and apply active listening and playbooks to uncover true customer needs. He also shares best practices for documenting and closing calls with clear next steps, turning discovery into a repeatable driver of sales success.

Episode Takeaways:

• Discovery calls are the most important step in the sales process. 
  They determine whether a deal moves forward and set the tone for the entire customer relationship. 
• Preparation builds credibility and trust. 
  Researching the prospect, their role, and their business challenges allows you to tailor the conversation and show you’ve done your homework. 
• Frameworks like ACE bring structure and consistency. 
  By setting an Agenda, Confirming time, and establishing Expectations, you keep the call focused while still leaving room for meaningful dialogue. 
• Every call should end with clear next steps. 
  Documenting what was discussed and aligning on actions ensures accountability and prevents momentum from being lost. 

If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.

• Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608 
• Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb 

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