Discovery Call
Also called Disco Call
An early sales conversation focused on understanding a prospect's situation, needs, and goals, rather than pitching, so you can tell if and how you can help.
Why it matters
A good discovery call decides whether a deal is worth pursuing and arms you to tailor everything after it. Founders who rush past discovery to pitch tend to sell the wrong thing to the wrong people.
For example
On the first call the rep asks how the team handles the problem today and what it costs them, learning enough to tailor everything that follows.
Go deeper
Related terms
Also in Starting Up
See how founders actually handle this on Getting your first customers, part of the Starting Up hub.
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