If you’re selling IT services in 2025, you already know the traditional discovery call just isn’t cutting it anymore.
Hiring a bunch of SDR’s is OLD school and expensive.
Not to mention, you jump on the call hoping to learn about the prospect’s environment, maybe uncover a pain point or two… but instead, you get short answers, vague responses, or polite “we’ll follow up” endings that go nowhere.
So, what’s wrong?
The truth is that today’s IT buyers expect more.
They’re busy, skeptical, and have sat through one too many product pitches disguised as “discovery.”
Let’s break down what’s causing discovery calls to fall flat—and how to structure them in a way that builds trust and drives deals forward.
What’s Not Working (and Why Buyers Might be Tuning You Out)
Here’s what typically goes sideways:
- Jumping into the pitch too early – You lose them the moment it becomes about you instead of them. This also unintentionally sends the wrong signal that you aren’t listening to your needs and only want the sale.
- Asking shallow or generic questions – IT buyers can tell when you haven’t done your homework. Before you initiate a call, spend some time reading their website information, their LinkedIn profile, and even Googling their name.
- Overlooking business context – Talking tech without tying it to business goals = missed opportunity. IT leaders aren’t just managing infrastructure—they’re driving outcomes like risk reduction, cost control, and compliance. If your discovery call focuses only on specs and tools without connecting to those goals, you’re not speaking their language. And when that happens? You blend in with every other vendor.
- Ignoring buying dynamics – If you’re only talking to one person, you’re not really talking to the buyer. One of the biggest (and most common) mistakes in IT sales is thinking your point of contact is the decision-maker. They’re just one voice in a much larger buying committee.
- No clear next steps – If the call ends with “I’ll follow up next week,” it probably won’t go anywhere. When a discovery call ends without a scheduled follow-up or defined action items, momentum fades fast. “I’ll follow up next week” sounds polite—but it’s vague, forgettable, and easy to ignore, especially when your buyer is buried in tickets, renewals, and security issues.
What to Do Instead
Start with their world, not your pitch.
Lead with curiosity, not features. Ask questions to understand them and the pains in their world. Use the first few minutes to learn about their environment and priorities before you talk about your solution.
Do your research.
Spend 10–15 minutes reviewing their website, LinkedIn profile, recent news, and tech stack. Tailor your questions to show you understand their business and industry.
Connect tech to outcomes.
Frame your solution in terms of impact—risk reduction, cost savings, audit readiness, or efficiency—not just specs. Speak the language of results.
Map the full buying team.
Ask who else should be involved early in the process. Get a sense of who influences, who decides, and who approves. Don’t wait until the final stages to bring in the right people.
Always define the next steps.
End every call with a scheduled follow-up and a shared action plan. Even a simple “Let’s connect again Tuesday at 2pm to review the demo and discuss next steps,” keeps the deal moving.
What IT Buyers Actually Want
Today’s IT buyers are under pressure—from security risks and compliance deadlines to shrinking budgets and tool sprawl. When they take a discovery call, they’re hoping you’ll:
✅Show you’ve done your homework
✅ Understand how their tech connects to business goals
✅ Ask smart, relevant questions
✅ Keep it short, structured, and outcome-driven
They’re not looking for a pitch—they’re looking for a partner who gets it.
Quick Tips to Improve Discovery Immediately
- Use their language, not tech jargon
- Reference recent news, audits, or security events to show relevance
- Record the call (with permission) to review and improve
- Always confirm next steps before you hang up
- Be curious, not scripted conversation beats checklist every time
Wrapping It Up
The best discovery calls feel less like a sales pitch and more like a strategy session. When you lead with curiosity, connect IT pain to business impact, and guide the next step clearly, you’re not just running a call—you’re building a real relationship.
And that’s what moves deals forward in 2025.
Do you need some help training your team on how to run IT discovery calls better?
At Scott Growth Strategies, we work with MSPs, SaaS firms, and B2B tech companies to turn discovery into deal flow.
Let’s talk about how we can help. To schedule time with us to learn more, reach out to use here.
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