Sales discovery is one of the most important parts of the sales process, but it’s also one of the most misunderstood. Some sales reps treat it as a checklist of questions to get through. They don’t view it as an opportunity to get useful information. Does this sound like you? While you may not have time to research every lead in detail, you should still approach discovery with curiosity.

According to a blog post from Revenue.io, you should be able to answer 10 key questions before going into any discovery call. We highlight the post in this issue of PromoPro Daily.

  1. Has your prospect lived/worked in a location you’re familiar with? This is an easy way to build rapport quickly. The post also recommends finding out where the prospect attended school.

  2. What has your prospect posted on social media recently? With a quick glance at a prospect’s social media pages, you may learn they just attended a conference or went on vacation to a place you know well. Look for any possible way to break the ice, the post says.

  3. Do you have any contacts in common? LinkedIn is helpful for finding mutual contacts. The Revenue.io post says that finding a mutual friend or business colleague is one of the best ways to build credibility.

  4. Has the company had any big news lately? Look for any major company news like an acquisition. This could indicate the prospect has the budget for your promo solution.

  5. How long has your prospect been in their current role? If you’re working with someone relatively new to their role, they may want to make big changes — and they may have the budget to make those changes happen.

  6. What kinds of challenges do people in that role typically face? Answering this question allows you to focus on how your promo solution can solve their specific pain points, the post says.

  7. What are a few ways your solution specifically helps people in their role? Case studies can really come in handy there. The post recommends mentioning it when you’ve helped a prospect in a similar role.

  8. What are some common objections raised by those in their role? The Revenue.io post says it can be beneficial anticipating objections. You may notice trends, like marketing managers worrying about timelines, and you can prepare yourself to overcome those objections.

  9. Do you have any success stories with other companies in their industry? It’s important to know which industry your target company plays in as well as how to best sell to companies in that industry, the post says.

  10. What are 2-3 companies they compete with? Maybe you’ve sold to one of their main competitors. This can help you establish credibility.


Keep digging on your discovery. When you go beyond surface-level information, you uncover real needs and build trust. The best promo pros don’t just ask basic questions but find insights that turn conversations into commitments.

Compiled by Audrey Sellers
Source: A blog post from Revenue.io, a real-time revenue engagement platform that uses AI to transform sales performance.