Podcast episode
How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
30 Minutes to President's Club5 Mar 202636 min
Description
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process. 🎙️ ACTIONABLE TAKEAWAYS: Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery questions. Only prep the first 5–10 minutes with a POV and agenda, then let the conversation flow. Bring a point of view from research so buyers feel understood and the discussion starts deeper. Treat discovery as something you continue throughout the deal, especially with new stakeholders. GAL’S PATH TO PRESIDENT’S CLUB: CEO & Co-Founder of Aligned 21 years in B2B sales, including AE, Sales Director, VP Sales and CRO roles Built 5 sales orgs from scratch: These Courses Will Get You to President’s Club: 👥 Leadership Course 💼 Selling to the C-Suite Course 📧 Cold Email Course ☎️ Cold Call Course 🔮 Discovery Course 🛠️ Free Toolkits 🏋 30mpc.com/training Get More Tactics: How To Win More Deals Using The Give/Gets Equilibrium Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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showing that, and so a POV really led discovery signals to me as a buyer, and I'm buying all the time, you know, this AE has done the work, this AE gets my world. So that opens up the conversation that makes a more natural flow. And it's also how to do this, right? It's so easy today with AI. “You can do account research, you can do industry research, but then what you want to come up” with is a hypothesis of what might be broken in their world and some assumptions that are tying into your product. And then during the call, just let the conversation flow from there. So for example, I was speaking with XSDR, I understand you have 10 stakeholders involved
Most cases is inbound. We're very inbound heavy flow. So there's just an open discussion. And that open discussion really starts earlier with more context based on the SDR notes or the demo form. If it got directly to the AE's calendar, we skip an inbound SDR. We go directly straight to the AE. “And then from there, they're just framing and trying to go deeper instead of just going from scratch.” I want to ask you about one thing you put in the prep about like these different levels of discovery, but before I do that, I have one more question, which is you're talking about like showing slides and showing a mini demo on your first discovery call.
to discover and inform the prospect's buying process. That means, one, bringing a POV to every discovery call to shape the way they think about problems, two, bringing in new people in the organization to make sure that you understand the organization's problems, but then three, constantly mapping the buying “process because who holds power is different in every single sales organization.” All righty, Nick, what's one thing people can do? You talked about it in step one, Armand. Sit down for a second and write out on a first call, what are some of the things that you feel like are really important for you to get? This should be really, really simple. Bullet points on a piece of paper and use that to guide you in your next conversation.