LAS VEGAS, Nevada – The latest episode of The Closing Code podcast investigates the art of the discovery call, offering digital marketing professionals and sales experts a blueprint for success. Episode 4, titled “Discovery Calls and How to Prepare and Manage a Discovery Call,” features co-hosts Josh Konigsberg and Clinton James as they share practical insights about this critical aspect of the sales process.
With decades of experience in digital marketing sales and business strategy, the hosts infuse their discussion of the dos and don’ts of discovery calls with trademark expertise and conversational charm. This engaging conversation touches on the importance of preparation, building trust, and leading with value to turn prospects into loyal clients.
“When it comes to discovery calls, preparation is everything,” says Konigsberg. “You want to be the most prepared person they’ve ever met. Do your research. Know their website, their social presence, even their online reviews. It shows professionalism and instantly builds credibility.”
James stresses the importance of making a human connection during these calls. “Don’t treat it like an interrogation,” he stated. “Deliver some level of value to your prospect. Spend the first few minutes introducing yourself and your agency. Share why you work with their specific niche. Build that know, like, and trust factor before getting into the questions.”
Throughout the episode, the duo exposes the challenges professionals face during discovery calls, delineating strategies for setting clear agendas, discovering pain points, and asking the right questions to create effective marketing plans. Josh explains, “I can’t create a budget without knowing what your revenue is. It’s critical to ask strategic questions that get to the heart of their business while avoiding coming across as salesy.”
Listeners will learn how to segment questions into categories, including those that demonstrate research, amplify a client’s pain points, and determine marketing budgets based on business goals. Clinton shares a practical takeaway for those in sales: “If you don’t show up to your discovery call with a set structure and list of questions, you are doomed to fail. Have a plan so you can position yourself as a trusted consultant, not just another salesperson.”
With real-world examples, actionable advice, and plenty of humor, Episode 4 is a must-listen for anyone involved in sales, marketing, or business development. “At the end of the day, a discovery call is about forming a partnership,” Konigsberg notes. “It’s about building a solid foundation for long-term success.”
Click below to watch Episode 4 of The Closing Code.
You can also stream The Closing Code on your favorite podcast platforms, including Apple Podcasts and Spotify. Click the subscribe button so you never miss an information-packed episode designed to help you sharpen your sales skills and close more deals. Whether you’re an experienced agency owner or a newbie, The Closing Code shares practical tips for helping you reach your sales goals. Episode 4 defines a successful discovery call from two experts who talk the talk and achieve outstanding sales results.
About The Closing Code
Selling high-ticket digital marketing services isn’t just an art—it’s a code waiting to be cracked. Enter The Closing Code, the podcast where agency owners, sales pros, and entrepreneurs come to master the craft of closing deals that matter.
Hosted by Clinton James and Josh Konigsberg, seasoned marketing professionals with a combined 60-plus total years in Marketing and Sales experience, with the results (and battle scars) to prove it, each episode takes you behind the curtain of the digital marketing sales world. With their agencies bringing in a combined revenue of in excess of $27 million, they don’t just talk the talk—they walk the walk.
Get ready for no-BS conversations, tactical advice, and honest insights on topics like landing big retainer clients, building lean and mean sales teams, crafting a sales process that actually works, and closing more deals. From expert guests to real-world case studies, this is where strategies get real, and sales skills get sharp.
Whether you’re scaling your agency or leveling up your sales game, this podcast delivers the kind of straight-shooting wisdom you can take to the bank.
