Rivac LabsDiscovery Coach
Deals stall or get lost at discovery more often than anywhere else in the sales cycle, usually because reps ask surface-level questions and never uncover the real pain or the cost of doing nothing. This service builds a structured discovery methodology — drawing on SPIN, Gap Selling, and Sandler frameworks — into your team's actual call flow, then coaches reps live against real calls until the questions become second nature rather than a script they read off. It's built for sales leaders who watch reps jump to pitching before they've earned the right to, and who want discovery that reliably surfaces budget, pain, and decision process. The payoff shows up downstream: fewer no-decision losses and cleaner qualification data feeding the rest of the pipeline.
How We’d Approach This
A clear, staged plan — not a black box
- 1
Diagnose a sample of recorded discovery calls to find exactly where reps skip questions or jump to pitching too early.
- 2
Pilot a revised discovery framework and call structure with one or two reps on live calls before rolling it to the full team.
- 3
Review pilot call recordings with sales leadership to refine the question set and objection-handling language.
- 4
Roll out team-wide discovery training and operate ongoing call coaching and scorecards to keep the standard from slipping.
What You Get
Deliverables from this engagement
- Customized discovery call framework and question bank
- Recorded call reviews with specific, actionable rep feedback
- Discovery scorecard for ongoing call quality tracking
- Reps trained to run structured discovery independently
Six Ways We Could Architect This
Different engagement, different build — pick the shape that fits
There’s more than one way to deliver on this service. Browse a few of the ways we’d structure the work, depending on your speed, budget, and integration needs.
Ready to get started?
Tell us what you’re trying to get done and we’ll help you find the highest-leverage place to start — scoped small enough to prove itself before you commit to anything bigger.
Talk to us about Discovery Coach