Hey Niepodam,

I listened to a rep last week open a discovery call with: “I’ll just give you a quick overview of our platform, then we can dive into your needs…”

Translation?

“Let me waste 15 minutes proving I didn’t prep.”

It’s 2026.

Your buyer already Googled you.
They’ve read your homepage.
They know what category you’re in.

What they don’t know? If you actually get their pain.

So here’s how to flip discovery from “tell me about your team” to “this seller gets it.”