2: Qualify
Start the conversation & identify pain points
Discovery Calls
What it is: Guidance for researching prospects, structuring discovery calls, asking effective questions, validating needs and agreeing next steps.
When to use it: During prospecting, qualification and early-stage sales conversations.
Purpose: To keep the conversation focused on the customer rather than presenting features too early.
- Discovery Call Guide Here
Podium Diagnostic Questionnaire
What it is: A structured questionnaire focused on the prospect’s emissions reporting processes, tools, challenges, stakeholders, budget and timeline.
When to use it: During or after an emissions-focused discovery conversation.
Purpose: To uncover the customer’s current process, identify gaps and establish whether there is a qualified opportunity.
- Questionaire Here