You decide…!
But before you read further, examine the Gong recording – the call was ~45 minutes long.
What do you detect?
First, the Talk:Listen ratio (Vendor:Prospect) is an appalling 69:30.
(The blue-purple component is the vendor; the three red components are the prospect players.)
Next, note the equally sad number of speaker switches: not very many!
Now, examine the first 25-30% of the call. It began with introductions of the participants, followed by ~8 minutes of actual discovery that covered:
1. Confirmation of the pain by the prospect
2. Examination of the prospect’s tech stack
3. Discussion of the number of expected users
That’s it. EIGHT minutes of discovery.
So, what happened during the balance of the call? Take a look – I’ll bet you ALREADY know!
Those first two long vendor segments were – yes, you guessed it – a product overview presentation.
And yes, the brief responses from the prospect in those two segments were “Nope, we’re good” answers to the vendor’s inevitable, “Any questions so far?”
What happened next? Any guesses?
Yup – you nailed it: 20+ minutes of a stunningly awful Harbor Tour demo.
And, sadly, the few interactions that occurred in that section were additional environment/tech stack questions from the vendor. There wasn’t a SINGLE question or comment voiced by the prospect during the call!
The very last segment saw the vendor offering to schedule another demo AND a free POC.
So, is this a good discovery call? YOU decide! (You already know my opinion…!)
Now: how do YOUR discovery calls compare?
This vendor rep was operating a Level 1 of the 10 levels of discovery skills. Want to uplevel YOUR discovery skills? Here’s how:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Even better, take a Doing Discovery Workshop to
accelerate your skills learning and application!
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