Discovery
Show your prospect your sales process
04/08/25, 00:00
Who is it for?
Founders, CEOs, CROs, and sales leaders at B2B SaaS companies running discovery and qualification calls.
When to use?
When discovery calls feel productive but deals don’t progress, and qualification signals are unclear.
“What?” You might be thinking. Yes, do it, show your sales process .
“What?” You might be thinking. Yes, do it, show your sales process . Bring your prospect into the tent.
You're struggling to: ▶️ Get prospects to finish their evaluation ▶️ Lock in a decision ▶️ Push through internal buying hurdles
Even when there is clear value for the company and they want to move ahead! Many Sellers and sales teams complain about it.
Instead, give them the process.
Most buyers don’t know how to buy your solution:
❓Maybe it’s their first time evaluating this category.
❓Maybe their internal process changed — more CFO scrutiny, new security steps.
❓Maybe your Champion is confident, but unprepared.
You’ve done this 10x more than they have. Guide them.
1️⃣ Map your ideal process visually — from discovery to close. 2️⃣ Add timing + success criteria for each stage (keep it to 2-3 key points) 3️⃣ Review it with your Champion early — let them help customize 4️⃣ As you go, customize the plan with their specifics — who’s involved, what hurdles exist, etc.
This will bring clarity for you and for them.
It will also help you qualify if they are serious: if they won’t engage with a shared plan, they’re not.
Have you tried this? Seen it work? Drop a commenthttps://www.linkedin.com/posts/benmiller4_show-your-prospect-your-sales-process-activity-7358010239817768960-4qg3?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAATcTMBoKbG3QaBsvJyxtoIgMgf2SgDoJ8 or reply - I’d love to hear