Stuck to Signed: The Discovery Call Shift You’re Missing

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Most AEs think they’re crushing their discovery calls.

But if your pipeline is full of ghosted deals, stalled conversations, and price objections, you’re missing something BIG.

I know because I’ve been there. If you want to fix your discovery calls and start closing more deals, sign up for my free masterclass on April 10 at 12:15 PM EST.

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The Deal I Almost Lost (And How I Saved It)

Early in my career, I was working a multimillion-dollar deal with a CPG Safety Executive. I thought I had it locked. The first call went well. He was engaged, answered all my questions, and even agreed the problem was serious. They had several locations around the world.

Then I got the dreaded follow-up email: 'This was a great conversation, but we’re not ready to move forward.'

Sound familiar? If your discovery calls are ending in 'not now', OR you're getting ghosted, you need to be in my live masterclass on April 10.

Sign up here before you forget.

Where I Went Wrong

I replayed the call in my head, trying to figure out what happened.

I had asked all the right questions, followed the playbook, and even got verbal agreement that the issue was real.

But here’s what I failed to do: I never got deep enough into why this issue was urgent for the entire business.

So, instead of taking the loss, I went back, started over, and identified ALL the stakeholders, and got them involved.

I went deeper, connected with them, and uncovered what really mattered to each of them:

• The VP of Ops was worried about production downtime.
• The CFO was concerned about liability and risk exposure.
• The CEO wanted to protect brand reputation.

By the time we got back to the Safety Exec, the problem wasn’t just a safety issue - it was a business-critical issue that had to be solved.

Eventually, the deal closed. I got the call when I least expected it. It turned out great, but if I had not doubled back to figure out what went wrong, or just given up, I would have lost that deal. It was worth over $1M dollars!

Want to learn exactly how to do this in YOUR discovery calls?

SAVE YOUR SPOT IN THE MASTERCLASS HERE

Where Most AEs Go Wrong in Discovery

1. You’re asking questions, not uncovering real business challenges. → Buyers answer, but they don’t feel the problem deeply enough to act.
2. You’re too focused on your questions, not their answers. → You hear their response but don’t dig deeper to understand the real impact.
3. You’re qualifying the deal, not challenging the buyer. → Discovery isn’t about getting answers; it’s about making the buyer rethink their current state and connect with it on a deeper level.

Are you making these mistakes? Bring a deal you're working on, and Let’s fix them together.

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How to Fix It (And Start Closing More Deals, Faster)

Instead of treating discovery like a checklist, start treating it like a transformation moment for your buyer. We aren't just asking questions - we are co-creating CHANGE with them.

The best discovery calls don’t just get information; they make the buyer realize they NEED to change, and help them create successful change within their organizations, by reducing perceived risk, so the deal can move forward.

Want to learn how to do this in real-time? I’m running a live masterclass on April 10 at 12:15 PM EST where I’ll break this down step by step:

? The REAL REASONS your discovery calls aren’t leading to closed deals

? The exact framework I use to turn weak discovery into strong opps

? Live Q&A to fix YOUR discovery mistakes in real-time

REGISTER FOR THE MASTERCLASS APRIL 10

Sign up now and start running discovery calls that actually convert.