Article · ~8 min read

8 Things to Consider Before Your Next Discovery Call

Gong Labs · Gong Free Beginner

A tight, practical checklist for the specific call type this question is about: the first real conversation with a prospect. It tells you how many questions to ask, what to research beforehand, and how to keep the call from turning into an interrogation or a pitch. Use it as a pre-call routine.

  • Aim for 11 to 14 questions across the call, more starts to feel like an interrogation.
  • Cover three to four real business problems, not a long checklist of surface questions.
  • Research the prospect's context before the call so your questions go deeper, faster.
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The question it answers

  1. How do I run a sales call without sounding like a pushy salesperson?

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