This document outlines the discovery meeting process for Level180's deal management, including verbal agenda, discovery questions, impact questions, and closing steps. The follow-up email includes a summary of challenges, examples of clients, ideal client profile, and target personas. It is the role of the BDR to follow these processes

Table of Contents

• Discovery meeting - set by SDR/BDR
  • Verbal agenda
  • Discovery questions (the goal is to have a conversation with the prospect)
  • Impact questions (through the call):
  • Closing:
• Send the director’s email:
• Prepare proposal
• Follow up meeting

Education and Selection

Discovery meeting - set by SDR/BDR

Verbal agenda

• Intro to Level180
• Understand more about your business
• Agree on the next steps, if there are any

Discovery questions (the goal is to have a conversation with the prospect)

• Ask about the company’s history
• Why did you join the call today?
• Do you have any goals/targets when it comes to sales? What? By When?
• Tell me about your sales process, from MQL to deal won.
• How do your deals convert from stage to stage?
• What volume are you dealing with?
• Where do you think your biggest struggle lies? Why?