Discovery Call Process + Playbook
Description
Discovery calls, or Needs Analysis meetings, are crucial for uncovering client needs and laying the groundwork for successful deals. This milestone establishes a structured process for conducting these calls, ensuring consistency and effectiveness across your team. We’ll create a meeting type and a playbook to guide reps through each step of the conversation, along with custom properties to capture essential data directly on the deal record. Reports will provide insights into the volume, outcomes, and success rates of discovery calls, enabling you to track and improve performance.
Process Summary
- Meeting Type Creation: Add a new meeting type in HubSpot for discovery calls/Needs Analysis to track these interactions separately.
- Playbook Development: Create a playbook in HubSpot that provides a step-by-step guide for reps to conduct effective discovery calls, including key questions and best practices.
- Custom Properties Configuration: Build and organize custom properties (e.g., client pain points, decision-making criteria, timeline) in a customized section on the deal record to capture relevant call information.
- Reporting Setup: Develop reports to track metrics like the number of discovery calls conducted, conversion rates to the next deal stage, and overall success rates.
- Testing and Feedback: Test the system with your sales team to ensure usability and refine the process as needed.
Requirements
- A list of key questions or data points your team needs to collect during discovery calls.
- Collaboration to define success criteria and desired outcomes for the calls.
- Input on any specific terms or phrasing unique to your team’s Needs Analysis approach.
- Feedback during testing to ensure the playbook and custom properties align with your team’s needs.
Milestone in Action
Demo video coming soon.
Key Outcomes
- A standardized and repeatable process for conducting discovery calls.
- Key client insights are captured directly in HubSpot for better deal management.
- Improved tracking of call volume, outcomes, and team performance.
- Higher call effectiveness through consistent use of the playbook.