Discovery Call Talk Track

Qualify prospects during your initial discovery call, and decide whether to move them down the sales funnel to a demo.
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Discovery Call Talk Track Playbook

Qualify prospects during your initial discovery call, and decide whether to move them down the sales funnel to a demo.

Ramp’d is a sales consulting firm that helps early-stage founders build their sales playbooks and teams. Managing Partner Carol Malakasis has over a decade of sales experience scaling startups, and has made over 200k cold calls, so she’s had a lot of time to develop and iterate on her processes. Carol uses this Discovery Call Talk Track to train reps on best practices for qualifying prospects and moving them down the sales funnel.

Why should I use this playbook?

Qualification is a critical part of the sales process. Reps need to ensure they’re speaking to a prospect who is ready, willing, and able to move forward, provided they have a solution to the prospect’s pain points.

Carol recommends using this playbook because…

  • You want to understand your buyer’s needs and decision-making process
  • You want to be an expert in leading prospects through a seamless buying journey
  • You want to better position your solution
  • You’re tired of people ghosting you
  • You want to close more deals!

What’s in this playbook?

This playbook includes frameworks, guidance, and steps for qualifying prospects and holding discovery calls.

  1. BANT Qualification Framework – Vet leads and qualify them as opportunities using the BANT acronym (Budget, Authority, Need, Timing).
  2. Discovery Call Training Framework – Steps and examples for running a seamless, thorough discovery call.

Who is this playbook for?

This playbook is for mid-market and enterprise B2B sales reps.

How should I use this playbook?

The idea is to do a deep dive into the prospect’s needs and position your product as a solution. The questions you ask and the way you describe your company need to be unique and specific to your ICP.

Build on this playbook’s structure and use it to prepare a script for yourself, with specific questions for your prospects. Write out every question and the introduction of your company. Practice so your delivery is natural and use it every time!

Carol Malakasis
Carol Malakasis
Managing Partner at Rampd

Carol is a NYC startup vet, with over ten years of experience selling. She has had three exits, one early on in her career as co-founder, and two as a founding member of startups that became acquired. Having made over 200k cold-calls, Carol believes that anyone can learn how to sell if taught the right way. Carol loves the restaurant industry, building startups, and languages (she speaks 5).

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