LINCHPIN OF SUCCESS! In the fast-paced world of sales, the discovery call stands as the linchpin of success, often determining whether you close a deal or lose it. Yet, despite its significance, it remains one of the most underrated tools in a salesperson's arsenal. This definitive guide seeks to change that. Starting with a deep dive into general guidelines, readers will journey through the pivotal stages of the sales process: from understanding when to initiate a discovery call, deciphering between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL), to mastering the art of timing. At its core is the innovative PCW methodology, a comprehensive approach that aids sales professionals in assessing the viability and competitiveness of an opportunity. Whether you're questioning who should make the discovery call, how to effectively transition relationships, or even how to respond to common sales objections, this guide has you covered. Offering invaluable resources like sample scripts, checklists, and industry-specific guidelines, the authors leave no stone unturned. Peppered with insights, actionable strategies, and hands-on tips, "Still Underrated!" is an indispensable manual for salespeople aspiring to elevate their game. Discover the art and science of the perfect discovery call and learn to harness its potential. An essential read for those who want to not just understand the importance of the discovery call but master it. Table of Contents Acknowledgements Forward by Justin Michael Intro Chapter One: General Guidelines Chapter Two: When to do the Discovery Call Chapter Three: MQL to SQL Chapter Four: Timing is Everything Chapter Five: PCW Methodology Chapter Six: Discovery Call Flow Endnotes Discovery Call Cheat Sheet Appendix, references and further reading About the authors MARIO KRIVOKAPIC is a salesperson with over 20 years of experience in B2B sales, running teams, coaching, and mentoring. He has an NLP degree and is a certified PCM and TASC coach. He has also mentored over 350 startups across Europe. In addition, Mario is a Founder and CEO of a boutique consulting agency called GrowthNetix. He regularly works with SDRs and AEs and achieves a 2-5x increase in revenue and specializes in post-Series A and Series B B2B startups. He is available for sales/business consultancy hire. You can connect with Mario on LinkedIn. NOAM TAMARI-WEKSER is a corporate sales veteran. He works closely with multinationals to implement advanced methodologies and find solutions that remove barriers to maximize growth and increase sales regardless of market conditions. In addition, Noam owns a private holding group that acquires businesses, develops them using his unconventional sales development company as a growth engine, then resells them back to the market. You can connect with Noam on LinkedIn.