The Ultimate Discovery Guide for B2B Sales

In today's video, Kyle shares his full Discovery Frameworks for B2B sales.
This video is a special collaboration with ‪@Sales_Feed‬ where Kyle goes all-in on his Discovery Frameworks - which propelled him to #1 AE and help his teams of Account Executives at MongoDB achieve similar results.
You'll get Kyle's key insights like:
✅ How to balance learning from your prospect & educating them on your solution
✅ The IDEAL Checklist for any B2B Discovery Call
✅ How to Prep for your Disco Calls
✅ How to ensure EVERY call (even with non-decision makers) moves your deals forward.
This is THE definitive guide for sales Discovery that any sales rep or Account Executives in the B2B industry will get insane value from.
Special thanks again to ‪@Sales_Feed‬ for the edit and working together on this. Be sure to check them out here if you haven't yet: www.salesfeedm...
Tune in and take notes to walk away with tips that can improve your very next sales Discovery call!

[@salesintroverts]

➡ Grab my FREE 6-step framework to craft engaging demos that will easily boost your win rate: salesintroverts.com/perfect-demo/

[@Militedidio]

Trying to get my first sales job soon, been binge watching all of your videos. Thanks Kyle for all the value!

[@salesintroverts]

good luck with the search!!

[@Abhinayanagarajan-x8p]

Absolutely loving this guide! B2B sales can definitely feel overwhelming, but your insights make it so much more approachable.

[@salesintroverts]

thank you! very grateful for your feedback.

[@DavidDiazDev]

Amazing content Kyle! today I had my first B2B meeting from my new company and while I think I had a good result, I could have definitely have used all these insights! Thanks a lot man.

[@salesintroverts]

thank you! happy to hear it's helpful

[@lewisday8859]

Thanks for sharing, absolutely love it.

[@salesintroverts]

thank you!!

[@davidshooter1897]

good video, very clear + to the point

[@salesintroverts]

thank you!

[@therealroychristian]

Call me old, but the 'new' flashy timely images/gifs got distracting for me. This is definitely a gold mine, Kyle.🎉

[@salesintroverts]

thanks, Roy! Back to the normal editing for the next videos :)

[@alice-reynolds]

Really insightful Kyle

[@salesintroverts]

thank you!

[@the_real_greywolf]

Do you think its necessary to book video calls or phone calls ok? I just think some people dont want to be video chatting

[@salesintroverts]

I think either can work, but generally prefer video for increased engagement

[@HomeDesign_Austin]

good one, like the new format too, question: i've seen you have two entries to discovery including the course, one starting out the call with 'By the end of the call today you understand ...' as you describe in the video, and the other is 'I think I can help you avoid [xxx], and never be surprised by them. We provide tools that help with [yyy].....' Are you agnostic on which way to go here, is there context for choosing one?

[@salesintroverts]

I think both say pretty much the same thing! Feel free to fit to your voice :)

[@flowuhler565]

@@salesintroverts Kyle, it's a beautiful Saturday morning, and I'm passionate about improving my discovery skills-thanks for continuously bringing that spark into my life :) That said, regarding setting an objective: I'm on a first discovery call with, let's say, 2 department leaders and 1 IT department member. Would you recommend having an objective for each role, or rather a general one? Thanks in advance!

[@salesintroverts]

@@flowuhler565 In my opinion, you should understand what each individual wants to get out of the call and ensure the overall objective addresses all individuals.

[@Trade-ny6kt]

we need a roleplay or script please

[@salesintroverts]

the best discovery is never a script, otherwise I'd make one!