Chris WiserSerial Entrepreneur and MSP Growth Catalyst

Mastering Discovery Calls | 3 Key Insights for Success

Name: Mastering Discovery Calls | 3 Key Insights for Success
Uploaded: 2025-01-30T21:56:19Z
Channel: Chris Wiser
Description: Evgeny Kagan breaks down what you need to learn on a discovery call: where the business pain is and how technology affects it, how the business is…

30 Jan 2025

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Evgeny Kagan breaks down what you need to learn on a discovery call: where the business pain is and how technology affects it, how the business is organized and who decides, and what they've tried recently and why it became urgent.

But what is important for you to do is to exit the discovery call with a clear understanding of these three things. Number one, where is their pain? What is wrong in that business? And what role does technology play in either exacerbating the pain or solving the pain? Number two, you want to understand how the business is organized. You want to know who's involved in decision making and what, if any, budgeting process they have. And then the third thing you want to know is what they have tried in the past to solve their problem. Now, I'm not saying you get them to tell you what they've tried over the last 10 years, but over the last couple of years, yeah, it would be good to know what they've tried to solve their problem, or why their problem suddenly bloomed and rose and got big enough that they can no longer ignore it. So those three things.