What’s EffectiveSoft's approach to the discovery stage in presales?

A strong presales process is exactly what sets the stage for a successful sales life cycle, from prospecting to closing the deal. But how do you conduct the discovery stage in the presales pipeline in a way that respects the prospect’s business goals, time, resources, and budget? In today’s post, EffectiveSoft reveals how it prioritizes the discovery stage in presales, putting prospective clients at the center of the process.?

#1 Lead qualification

Prior to the discovery stage, we qualify the most valuable leads that align with our services and are most likely to benefit from our solutions. We also assess whether our expertise matches the needs of our prospective clients and if their projects are feasible for us. We use a wide range of relevant frameworks, such as BANT, SPICED, SPIN, and MEDDIC, to evaluate and prioritize leads based on well-defined selection criteria, such as the project idea, business goals, decision-making process, timelines, budget, and dependence on investors. However, we recognize that these criteria aren’t always sufficient, so we also consider other crucial factors, such as emotional match, client personality, the project’s potential, its value to businesses and their customers, and more. Through this rational approach, we ensure alignment with potential clients, focusing solely on those prospects who can derive value from our services, thereby saving invaluable time and resources for both parties.

#2 Preparation for the discovery call

Before meeting with a prospect, we dedicate time to preparing for the discovery call, reviewing their company website, customer reviews, social media, and other valuable sources to ensure we have a comprehensive understanding of their business. We then establish key objectives for the discovery call, define an agenda with the areas to be discussed, and confirm the agenda with the prospect. To clearly convey our company’s focus and the value we can bring to a prospect's business, we prepare relevant materials and a list of 12-15 open-ended questions beforehand. Additionally, we invite subject matter experts (SMEs) to clarify specific questions and provide specialized knowledge. Preparing talk tracks in advance allows us to streamline communication during the discovery meeting, enhancing efficiency and optimizing time for both sides.

#3 Conducting the discovery meeting

At the beginning of the discovery call, we share the prepared materials and the list of relevant questions and ask for the prospect’s consent to record the session using meeting recording software. We also use note templates to ensure we capture all essential details necessary for further analysis and insights. During the meeting, we act as insightful consultants who genuinely care rather than pushy sales reps. We ask targeted questions to identify our prospect’s latent and active pain points, urgent issues, and the potential implications of these hurdles. Through meticulously formulated presales discovery questions, we enable prospects to open up, fully uncovering their hidden pain points and challenges. This allows us to connect their issues with our services and craft a tailored sales proposal that fits their budget and guarantees mutually beneficial outcomes.?

#4 Taking further steps

Our specialists continue the presales discovery journey by clearly establishing the next steps. We analyze and interpret the information gathered during the discovery meeting, define the value propositions of our services, and highlight how we can help prospects address their pain points. We then send a personalized follow-up email with relevant materials, summarizing the topics discussed and outlining the next steps to advance the relationship, such as a sales pitch or another discovery meeting.?

Wrapping up

EffectiveSoft is a place where people are our greatest assets—whether they’re our employees, partners, or potential clients. We take a unique approach to building rapport and fostering relationships, ensuring that everyone we interact with feels respected and valued. If you need any type of IT assistance, drop us a line! Our expertise can propel your business to new heights of success and revenue.