I have a call booked with a real prospect tomorrow. What do I do on it?

Gives you numbers to aim at on your next call instead of vague advice: roughly 11 to 14 questions, spread through the call rather than front-loaded, covering three or four business problems. Drawn from 519,000 recorded B2B calls.

Effective strategies for successful sales discovery calls

From Gong Labs by Chris Orlob short read

• 11 to 14 targeted questions is the sweet spot on a discovery call; past that, success rates drop.
• Based on over 519,000 recorded B2B sales calls.
• Top reps spread questions across the whole call; average reps front-load them like a checklist.
• Questions about the buyer's own problems and goals correlate with closing far more than generic ones.

Covers ICP definition, the PBC structure for running a sales call, pilot design and weekly forecasting in one place, with templates for the call scorecard and the forecast model. The most useful single page for a founder building their first process.

The Most Common Go-to-Market Questions This Expert Gets from Early Founders

From First Round Review by First Round Review with Emery Rosansky long read

• Define ICP by operational signals, not size: for an onboarding tool, companies with 20+ open remote roles on LinkedIn.
• Keep pilots under 90 days; if value takes six months to show, only run it as a paid pilot.
• At ACVs of 10K dollars or less, margins look far healthier on a self-serve motion.
• Run a monthly 90 minute forecast review plus 30 minutes a week on opportunity hygiene and close dates.

The single best forty minutes for a founder who has never sold anything. Bosmeny walks through the whole arc from the first prospecting email to building an enterprise sales team, using what he actually did at Clever.

How to Sell by Tyler Bosmeny

On Y Combinator by Tyler Bosmeny conference talk

Jen Abel breaks down what a founder should do on an early call, minute by minute, and why earning the right to sell comes before the demo. Recorded for Indian founders, so the examples assume you are the one on the call tomorrow.

SaaS Startups: Early Stage Sales, Product Demos & Right to Sell with Jen Abel, Co-Founder JJELLYFISH

On Prime Venture Partners Podcast by Jen Abel, with Amit Somani 42 min