Sales call guides
The short answer
These guides cover a B2B sales call from prep to next step: how to prep in 15 minutes, run a discovery call, question a technical buyer, handle objections live, use MEDDPICC and SPICED, and qualify a POC before you agree to one. Every example question is one open question you can ask as written.
01 · Before the callWalk in prepared
What to look up, and the one question to open with.
02 · On the callAsk, then listen
Questions for each stage, and what to say when they push back.
Instead of
Can you tell me more about that?
Ask
You mentioned two days fixing the plant files. What gets pushed back while that's happening?
Guide · DiscoveryHow to run a discovery call, with example questionsThe six stages of a first call, three questions for each, and how to follow up on what the buyer just said.Read the guide →
Guide · Technical buyersQuestions to ask a technical buyerFor a CTO or VP of Engineering: their setup, what breaks, what it costs, build or buy, and security sign-off.Read the guide →
Guide · ObjectionsHow to handle objections on a live callThe first ten seconds, and the exact line and question for seven common objections.Read the guide →
03 · FrameworksKnow what you're listening for
Two checklists for what a deal needs, with questions for every part.
MEDDPICC
Guide · MEDDPICCMEDDPICC explained, with discovery questions for each letterEight letters, what to find out for each, and three questions to ask.Read the guide →
SPICED
Guide · SPICEDSPICED explained, with example questionsSituation, Pain, Impact, Critical event and Decision, and how SPICED maps to MEDDPICC.Read the guide →
04 · Before the next stepAgree to the right next step
What to get in writing before you say yes.
/ FAQ
Questions, answered.
Account executives and account managers running B2B sales calls, from the prep before a first discovery call to the step before a proof of concept.
No. Every guide teaches standard sales practice you can use on your next call. Where Veracity helps with a step, the guide says how.
How to run a discovery call. It covers the six stages of a first call with questions for each, and links to the other guides where they fit.
Keep reading
ExplainerWhat is real-time sales coaching?Help during the call, while it can still change the outcome.Read →
ResearchDiscovery call statistics: what the research saysBuying groups, stalled deals and follow-up questions, with sources.Read →
FeaturesWhat Veracity does before, during and after a sales callResearch, the next question, answers from your docs, and a grade after.Read →