Account Executive how-to

How to Run a Discovery Call

Great discovery uncovers real needs.

Updated By the Career Education Institute Curriculum Team
Quick answer

Great discovery uncovers real needs. In short: research; set; ask, then complete the remaining steps below.

Step by step

  1. Research the company beforehand.

  2. Set an agenda.

  3. Ask open questions about challenges and goals.

  4. Find out who decides and the timeline.

  5. Summarize what you heard.

  6. Agree on next steps.

Safety reminders for account executives

  • Protect customer data
  • Follow honest sales practices
  • Manage stress and set boundaries
  • Travel safely for field sales

Pipeline · Quota · Lead · Qualified lead · Discovery call · Demo: see the full account executive glossary.

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