The Jake Dunlap Show

Highly Effective Discovery Calls (with AI Guided Selling)

Episode Summary

In this episode Jake is joined by David Levy, co-founder and CBO of Aircover, to not only walk through Skaled’s playbook to Discovery Calls but how this all plays out within the AI-guided selling platform Aircover. Discovery Calls are not dead. Bad Discovery Calls are dead. Qualification Calls are dead. The right agenda and plan sets the stage for every other conversation you’re going to have with a buyer. Everyone is looking for more and more leads, but the buying process is changing too. And it all comes back to the Discovery Call.

Episode Notes

In this episode Jake is joined by David Levy, co-founder and CBO of Aircover, to not only walk through Skaled’s playbook to Discovery Calls but how this all plays out within the AI-guided selling platform Aircover.

Discovery Calls are not dead. Bad Discovery Calls are dead. Qualification Calls are dead. The right agenda and plan sets the stage for every other conversation you’re going to have with a buyer. Everyone is looking for more and more leads, but the buying process is changing too. And it all comes back to the Discovery Call.

In this episode, Jake and David cover:

• The agenda - so many people skip this, it’s silly.
• Role and fit - who am I really talking to and who else do I need to loop in?
• Top priorities - keep it business-focused and it narrow it to 2-3.
• Current & ideal plans - the order of operations and how you ask questions has a direct impact on the quality of answers that you get. Start high-level then get tactical.
• Grand recap - reconfirm their top priorities (you should also be recapping after every section so it doesn’t feel like 20 questions).
• Worldview alignment - give back and add value. Explain the problem you solve in terms of world trends and what’s happening in the space.
• Value matching - focus on the features that are applicable to the priorities they mentioned (you may put these last two in a second call demo - but again, huge miss).
• Driving momentum - you lose momentum by asking about next steps and asking to speak with XYZ - you need to be the architect and drive this.

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