How to Structure a Discovery Call

Dong: I think oftentimes one of the things that reps will get caught into is when you talk about handling objections more specifically. And so after you're handling some objections, how do you start to redirect the call back to your original discovery flow? Armand: The best people nail small talk in two to three minutes and get to the point. Moving forward, there's the obvious agenda. A couple of things to state that we do as a collective at Gong that I've seen be successful is put the ball in their court as many times as possible but also maintain control of the conversation.