Sales Glossary > Discovery


Sales discovery is a process aimed at gathering information about a prospect in order to create a personalized value proposition.

In other words, it helps you learn about the prospect’s problems and needs firsthand to better tailor your messaging, pick the right closing tactics, and build lasting relationships with each prospect.

This is an essential step within a consultative selling process usually performed in person, over the phone, or during a face-to-face meeting.

Related terms:

  • A discovery call, the first call after connecting with the prospect, is used to learn about their pain points, priorities, goals, and needs.