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00:00 Intro
2:14 Discovery Call Structure Overview (Minute by Minute)
6:09 Leading a Fluid Discovery Call
9:19 Kicking off a Call (2 Minutes)
13:25 Leading Discovery (~18 Minutes)
18:00 Kris's Approach to Discovery
20:45 Differences in SMB and Enterprise Sales
24:00 Most Important Things to Uncover in Discovery
30:00 Finishing Your Discovery Strong Before Pitching
35:03 Pitching Your Product (~6 Minutes)
38:04 Tailoring Your Pitch to Beat Competitors
40:22 Closing the Call (~4 Minutes)
42:58 How We Test Prospects
47:20 Setting Next Steps
50:24 Episode Recap + Actionable Takeaways
52:40 Subscribe if You Enjoyed the Episode

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