Question 1

Open a first discovery call with a qualified prospect. Set the agenda, confirm their goal, and ask your first business question.

Accepted Answer

I would start with a short agenda and focus on the buyer. For example: Thanks for joining. I would like to understand what prompted the conversation, what you are trying to improve, and whether our solution is relevant enough for a deeper demo. To start, what business problem made this a priority now? This works because it sets direction without jumping into a pitch.

Question 2

A prospect describes a problem but gives little detail. Ask follow-up questions that uncover impact, urgency, and decision context.

Accepted Answer

I would ask questions that move from problem to impact. For example: How is this affecting the team today? What happens if it is not fixed this quarter? Who else is impacted by the issue? Have you tried to solve it before? What would a successful outcome look like? These questions help qualify urgency and value without sounding aggressive.

Account Executive

Topics

Entry AE Discovery, Demo & Value Basics

Mock Interview

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