Run discovery meetings that actually qualify deals

Run through your prospect info and make sure the logistics are sorted. Check that your calendar invite went out, your meeting link works, and you know who's attending. Have your agenda ready so you're not scrambling right before the call.

Your job here is to listen and take good notes. Write down their pain points, goals, how they'll decide, and their timeline. If they say something memorable, quote it exactly - you'll want those exact words when you're crafting your follow-up.

Get your follow-up email out within 24 hours while it's still fresh. Update your CRM with notes, next steps, and the current deal stage. If you promised a call or demo, get it on the calendar now. Set a reminder so your next touchpoint doesn't slip through the cracks.

Do your research before you show up. Check their website, any recent news, and your key contacts' LinkedIn profiles. Know your talking points and what you're trying to accomplish. It's also worth having answers ready for the questions you're likely to get.

Start on time and set an agenda - confirm it works for everyone before diving in. Be clear about what you're hoping to get out of the meeting. First impressions count, so be professional but don't be stiff about it.

Ask good questions about their challenges, goals, and how they'll make their decision. You'll learn more by listening than talking - so take notes and let them talk. The best discovery meetings don't feel like sales pitches; they feel like real conversations.

Connect what you've learned to how you can actually help them. Don't pitch generic capabilities - tie your solution to their specific situation. Back it up with proof that it's worked before: case studies, a quick demo, or references from similar customers.

Don't leave without clear action items - who's doing what, and by when? Book the next meeting before you wrap up. Send a follow-up summary within 24 hours. Momentum's everything in sales.