Strengthening Your Discovery Calls

Discovery Call Feedback

Initial Impressions

  • The initial discovery questions were well-received.
  • The question about the six-month impact with and without the solution was particularly insightful.
  • It is important to understand the urgency of the project.

Persona Considerations

  • When multiple personas (e.g., IT and security) are present, ensure questions address each perspective.
  • Pause to ask questions to both personas, as their priorities may differ (e.g., visitor management vs. emergency notifications).

Meeting Control and Cadence

  • The meeting was well-controlled with a friendly and concise cadence.
  • There were no filler words, and the presenter appeared confident.
  • The agenda was set at the beginning, and the presenter seemed like a current Envoy employee.

Tone and Excitement

  • The pace of questions was good, allowing ample time for responses.
  • The presentation of Envoy lacked excitement; it sounded neutral.
  • There should be more emphasis on Envoy's capabilities, highlighting the impact and benefits (e.g., how it could have improved a gas leak situation).
  • The aim is to make the client enthusiastic (“rah rah”) about Envoy, especially when facing competitors.

Strategic Impact

  • The questions didn't address the bigger impact to the business at large.
  • It's key to understand the project's importance and implications, especially considering budgetary needs.
  • The discovery should include potential fines from audit failures and their financial implications, involving stakeholders like finance.
  • Failing an audit could impact the ability to land new customers.
  • Consider the wider business impact of emergencies (e.g., injuries, gas leaks) and the company's liability.

Business Case and Industry Knowledge

  • Offering to assist with the business case is good.
  • Familiarizing oneself with how different industries use Envoy can improve recommendations.
  • Utilize customer stories and case studies from the website to provide relevant examples.

Competitive Analysis

  • More questions about the competitive landscape are needed, including which competitors are being considered and why.
  • Understanding the client's experience with competitors (e.g., AlertMedia) can provide valuable context.
  • Different stakeholders may have different preferences (e.g., one favoring Envoy, another favoring AlertMedia), requiring tailored sales approaches.
  • The goal is to understand where Envoy fits in the competitive analysis process.

Call Flow and Agenda

  • The call flow was strong, keeping the meeting on track.
  • The intros and agenda were well-handled, even showing some nervousness.
  • Engage clients by asking about their desired outcomes to tailor the agenda.
  • Building rapport should tie into the meeting's objectives.

Discovery Approach

  • Instead of asking to walk through the current process, the approach focused on the ideal scenario (