Let’s talk about the term “discovery.”


Honestly, I’ve never loved it.


The word feels like it puts all the pressure on the account executive (AE).

Like, I’m supposed to uncover everything about you?

That’s a lot! And it’s not even accurate.

The real goal of a discovery call isn’t about me—or the AE—learning everything.

It’s about the prospect’s self-discovery.

If you’ve ever been to therapy, you know the magic happens when the therapist asks the right questions.

They don’t just give you answers—they guide you to uncover them for yourself.

That’s exactly what a discovery call should be.

When you reframe discovery into self-discovery, everything shifts.

Your tone becomes more curious, your questions feel more natural, and the prospect feels more involved in the process.

You’re not interrogating them; you’re helping them explore their needs, challenges, and goals.

So next time you hop on a discovery call, think of yourself as a guide, not a detective.

It’s not about uncovering information—it’s about helping the prospect uncover it for themselves.

Say curious