Effective prospecting isn’t about delivering the perfect pitch, it’s about asking the right questions and listening closely to the answers. There are three things every sales rep needs to uncover early: the pain of keeping the prospect up at night, the past solutions they’ve already tried, and the dream outcome that defines success for them.

Just as important as the questions themselves is who’s doing the talking. Reps who let the prospect speak for roughly 80% of the conversation, while asking thoughtful questions, build more trust and qualify leads more accurately than those who lead with a pitch.

Most useful for SDRs, BDRs, account executives, and sales managers looking to improve discovery conversations and lead qualification.