SDR Readiness Series (pt 8) - How SDRs Should Run Discovery Calls. Framework for pre-AE success скачать в хорошем качестве

SDR Readiness Series (pt 8) - How SDRs Should Run Discovery Calls. Framework for pre-AE success

When you're 6-9 months into your SDR role and getting comfortable, it's time to start taking your skills to the next level. Discovery calls are the core of success in tech sales—they make or break your deals. With industry data showing attrition rates accelerating for SDRs who stay beyond 18 months without promotion, mastering discovery skills is your ticket to faster advancement. In this video, I break down the exact discovery method I've used to become a consistent top performer and close massive deals at companies like Gartner, CrowdStrike, and Zscaler. What You'll Learn in This Video: ✅ How to prepare for discovery calls with a customer value proposition ✅ The exact discovery structure that builds trust and uncovers real pain ✅ The art of asking questions: broad vs. focused pain-finding techniques ✅ How to create post-discovery summaries that keep deals moving forward ✅ Using the "3 Whys" framework to validate pain, urgency, and fit Timestamps for Easy Navigation: 00:00 - Intro 01:45 - When SDRs Should Start Running Discovery Calls 04:32 - Why Discovery Makes or Breaks Sales Deals 07:32 - How to Prepare: The Customer Value Proposition (VP) 11:40 - Using AI to Streamline Discovery Preparation 13:25 - Discovery Structure: Opening & Building Trust 17:30 - The Upfront Contract (UFC): Setting Clear Expectations 20:15 - Presenting the One-Pager & Value Hypothesis 24:12 - Pain-Finding: Broad vs Focused Questioning Techniques 30:40 - Digging Into Specific Pain Areas Without Pitching 36:20 - How to Present Your Solution After Finding Pain 39:15 - Establishing Urgency & Closing the Discovery 43:20 - Post-Discovery Actions & Follow-Up 44:45 - The Three Whys Framework for Deal Qualification Resources & Downloads: ✅ Get My Discovery Preparation Template (included in SDR Readiness Guide): https://techsalesu.net/opt-in-sdr-rea... ✅ Watch the Full SDR Readiness Series:    • Tech Sales SDR Readiness Series   Want to work with me 1:1? My mentorship program helps reps consistently generate 5 to 6 figures in commissions every quarter: https://techsalesu.net/structured-sel... Need 1:1 Help Mastering Discovery? Book a free 30-min strategy call—no pitch, just implementation help. 📅 Book a free session: https://techsalesu.net/schedule What's your biggest discovery call challenge? Comment below—I'll respond personally! Subscribe for weekly tech sales content that actually works! #sdrs #techsales #b2bsales #salesframework