Pre-call discovery

Getting a prospect to attend a live meeting is already a win. Don’t waste that time on basic overviews. Instead, use a pre-call discovery demo to educate the prospect and uncover additional stakeholders ahead of time. This allows your first call to focus on deeper discovery, addressing questions, and advancing the deal, instead of starting from square one. Sharing a demo before a scheduled meeting allows prospects to educate and qualify themselves in advance. When positioned effectively, the demo can also be shared internally, helping bring additional stakeholders into the conversation. Sales reps can use this insight to tailor their approach and prepare for the call.

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What to send prospects

Craft an email to the prospect that includes instructions on how to view the demo and sets expectations for how long it will take. Ensure that it will provide helpful context and set the stage for a more productive conversation. Also encourage them to forward the demo to others on their team who might be involved in the buying decision.

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How to follow up

Following up with the prospect after sending the demo, but before the scheduled meeting, helps ensure the prospect is prepared for the call. It can also uncover new stakeholders involved in the buying decision who should join the meeting. We recommend setting a reminder to follow up two days after sending the pre-call discovery demo. After two days:

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If the prospect has viewed the demo

This is a great chance to ask your champion to share it internally with other decision-makers and invite other stakeholders to join the scheduled meeting.

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If the prospect hasn’t viewed the demo

Send a gentle reminder encouraging them to check it out, framing it as a helpful resource before the scheduled meeting that will help focus the conversation.

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What to do when the prospect views the demo

When the prospect views the demo, you’ll receive an Email alert with a summary of their session and a summary of what they are interested in. Take a minute to review this information before the call so that you know in advance what to prepare.

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Interest demos

Interest demos are extremely useful for pre-call discovery: because they can be used to collect what the prospect is interested in and what their priorities are. Learn how to create Interest Demos:

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Explore example emails for pre-call exploration

Try some of our example email templates we created to get started. We recommend tailoring them to your product, industry, and team needs.