// Sales
Discovery Call
The first substantive sales conversation, where qualification, pain and process are established, not product pitched.
In depth
A well-run discovery is 70% buyer talking. The rep confirms pain, quantifies impact, maps the buying committee and agrees a mutual next step. Skipping or shortening discovery is the single biggest predictor of a deal that slips or loses to 'no decision'.
Related terms
SPIN Selling
Situation, Problem, Implication, Need-payoff, Neil Rackham's question-based framework for consultative discovery.
Gap Selling
Keenan's framework: sell the gap between the buyer's current state and future state, quantified in business impact.
No Decision
The most common loss reason in B2B: the buyer doesn't pick a competitor, they just don't buy anything.
MEDDIC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.