Enablement pros often see trends across deals that reps don’t — repetitive shallow questions, failure to follow up, or missing the chance to dig deeper. Raising your discovery standards is one of the fastest ways to improve pipeline health, deal velocity, and win rates across the board.
Your reps need clear examples, safe practice environments, and consistent feedback loops. Don’t just tell them to “ask better questions.” Show them what great looks like, and give them tools that build confidence.
Three actionable things you can do next:
- Develop a Discovery Playbook with tiered questions for early-, mid-, and late-stage conversations.
- Create a “3 follow-up questions” coaching rule reps must follow on every call.
- Send weekly discovery prompts reps can test immediately in conversations.
Strong discovery isn’t a talent — it’s a trained skill. And when enablement leads the way, everyone sees the impact.
