DISCO Calls

On this call, your goal is to understand your prospect’s needs and identify how we can help them. By the end of the conversation, you should know:

• What their pain points are and why they need a solution.

• Why they should work with us specifically over other options.

• Their timeline—when they need the product and why.

• Who else needs to be involved in the decision-making process.

Call Structure

The call should begin with:

1. A clear agenda and introductions – Get to know the prospect, and allow them to meet our team.

2. Understanding their role – Determine what they are responsible for so we can align our approach.

3. Identifying their key focus – Are they more interested in reviews or leads?

Our Offerings: Content & Audience

Our solutions fall into two main categories:

1. Reviews (Content)

   • Why do they want reviews? Common reasons include:

     • They need visibility with our audience.

     • They need content for sales and marketing.

     • They are low in rankings and want to improve.

     • Their competitors are active on our platform.

   • Understanding their challenges

     • What are they currently doing to address this need?

     • What is and isn’t working for them?

     • How will they measure success?

     • Are there other stakeholders who need to be involved?

   • Additional areas to explore

     • Sales enablement – How are they using customer reviews in their sales process?

     • Sourcing references – Do they struggle with providing references to prospects?

     • SEM & SEO impact – We can support these efforts through widgets and provide concrete ROI.

2. Leads & Audience

   • Understanding their demand generation efforts

     • What are they currently doing for lead generation?

     • What’s working well for them?

     • Where do they see weaknesses in their funnel?

     • What is the average deal size?

     • What are their conversion rates?

     • What does success look like?

   • Defining their ideal audience

     • Who are they trying to target?

     • How are they currently reaching this audience?

     • What gaps exist in their targeting strategy?

Once we have a strong understanding of their problem and timeline it is important to relay back to them what we learned to make sure that we are aligned.  You should then quickly show them in a few minutes an overview of what PeerSpot is and why it will be valuable.  This should be bullet points and not a full Demo.

Make sure you know who should be joining the next call and make sure to schedule it before signing off.