Discovery Isnt a Step. Its the Sale

If your reps are still “doing discovery” they’re doing it wrong. Let’s fix it before Q2’s over

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Welcome to the GTM Launchpad newsletter! Each week I will share a sales play to help you grow your business, level up your sales game and succeed in the trenches

Let’s get real for a sec

Most sales teams don’t fail from lack of effort

They fail because their inputs don’t match their outcomes

You do 600 calls a week… but your list is outdated
You run discovery… but it sounds like a job interview
You coach reps… but only when there’s a fire to put out

Look I’ve been there

I’ve personally sat through hundreds of these calls
I’ve ran over 450 discovery calls in the last 2.5 years
Closed 100+ of them. Missed on a few. Screwed up more than I’d like to admit

I’ve even been on the buyer side sitting through “discovery” that felt more like a monologue than a conversation too

The bar out there? Low. Way too low

But here’s the good news

There’s still time to sharpen your inputs before Q2 ends
and one of the highest leverage places to start?

Fixing how your team runs discovery

Let’s dig in 👇👇

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Main Play: Discovery Isn’t a Step. It Is the Sale

I used to treat discovery like a box to check off
Ask a few questions, build rapport, get to the pitch

But that approach killed deals ya know

Why? Because most reps are still running interrogations not conversations

They ask

  • “What’s your tech stack?”

  • “What’s your budget?”

  • “How soon are you looking to move?”

And then they wonder why the buyer ghosts them 😆

Here’s what I’ve learned after running hundreds of calls (and just shared on Sell Better with Will Aitken)

Great discovery feels human

It earns trust. Uncovers truth. Creates pull

and it sounds a lot more like this 👇

The D.I.S.C. Framework I Teach + Use

Set the tone upfront

“This isnt a pitch [name] just want to see if there’s something worth solving together”

D: Discover their world
“Whats on your plate right now?”
“Whats the big picture for your team?”

I: Identify the real pain
“Whats slowing you down?”
“If you could fix one thing right now what would it be?”

S: Scrutinize the landscape
“How do you usually solve for things like this?”
“Anyone else need to be looped in?”

C: Clarify success + next steps
“Whats would make this call worth your time?”
“What does a win look like in 30 days?”

End with clarity
Sounds like the next step is syncing with your ops lead next week I'll send a quick recap video beforehand. That cool?

Need a visual?
Here’s the slide I used live on Sell Better last week

🔥 Pro move for Managers
Have your team record 2 discovery calls this week
Review them together
Spot where trust was built or broken
Then roleplay better follow ups using D.I.S.C.

and hey if you want the full Sell Better slide deck? Just reply I got you 🤝

Explore. Engage. Evolve.

🎥 Video of the Week

This one is packed with

  • Real talk on what makes discovery actually work

  • How to lower resistance fast

  • Mid market/enterprise prep tips

  • Follow up that keeps deals alive

Watch this with your SDRs and AEs this week. It’ll change the way they think about qualifying

📚 Book of the Week – Gap Selling by Keenan

I just started re-reading this again and it hit even harder this time around especially when you're in discovery calls

This book flips the script instead of bouncing off surface level responses it teaches you how to dig in on the actual gap between where the buyer is today vs. where they want to be. That’s what discovery should create - clarity, urgency and value

Pro tip: Use Keenan’s Problem Identification Chart to frame questions like

  • “Where are you now versus where you'd want to be?”

  • “What’ll it cost if nothing changes?”

If you and your team struggle to uncover real business pains or to qualify with purpose then treat this as a must read. It's perfect for sharpening your discovery skills and your outcomes this Q2 💪 

Bonus Sales Tactics 🤑

  1. Call Review Remix: Pick 3 discovery calls from last week. Have reps self grade using the D.I.S.C. framework. Then coach with 1 question “What would you ask differently?”

  2. Objection Story Bank: Have your team write 1 story each of a deal where the buyer had a common objection (e.g. "not a priority" or "no budget") and how they overcame it. Now reps have stories ready for the next time they hear that same line

  3. Spotlight Slack Thread: Every win this week? Screenshot it. Drop it in a public #saleswins Slack thread. Momentum is contagious but only if it’s visible

Final Thought

Discovery isn’t where the deal starts

Its where it’s made or lost

Want to finish Q2 strong?
Stop going through the motions
Get real, go deeper and make every convo count

See you out there

Tom

Thanks for reading. See you again next week at 8 am MST!

- Tom Slocum ✌️

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