Many salespeople often struggle to get a prospects’ attention. That’s why the quality of your pre-sales call discovery touch can make or break a deal. The most effective forms of discovery are those that are personalized, timely, and value-driven. Here are the best types of pre-call discovery touch that consistently yield strong results:
- Personalized Emails – Tailored messages that reference the prospect’s industry, role, or recent activity (like a LinkedIn post or company news) show genuine interest and effort.
- Discovery Calls – Short, focused calls to understand the prospect’s pain points with the goal of helping build rapport and qualify the lead early.
- Content Sharing – Sending relevant case studies, white papers, or short videos that align with the prospect’s challenges which then positions you as a helpful resource.
- Social Media Engagement – Thoughtful comments or shares on LinkedIn can warm up cold leads and increase familiarity before a direct outreach is made.
- Calendar Invites with Context – When scheduling a meeting, include a brief agenda or value proposition to set expectations and increase attendance rates.
Ultimately, the best pre-sales discovery touches are those that feel human and helpful, not those which are scripted or pushy. By focusing on relevance and relationship-building, you can significantly improve your conversion rates.
Ready to build momentum? Contact Sales Growth Advisors.
Let’s Get Your Sales Line Growing Again!
————————————-
The Sales Accelerator is a weekly sales blog developed by Sales Growth Advisors offering ideas, thoughts, and suggestions resulting in Proven Ideas To Accelerate Your Sales Growth. We are a mid-market sales growth consulting firm that works to grow your business, scale your company, and boost your margin. Our blog is designed to give you brief tips about sales, to educate, to get you thinking about growth, and to get your sales line moving up and to the right! But don’t just take our word for it here – contact us and put our services to work for you!