Discovery

The first real conversation: finding out what the prospect is trying to change, what it costs them, and who else is involved.

Discovery is asking, not pitching. The questions that matter are about the situation ("how do you do this today"), the pain ("what breaks"), the cost ("what does that cost you a quarter") and the process ("who else would be part of this"). The demo comes after, and it is shorter for having listened.

Outbound feeds discovery and discovery feeds outbound: the words a prospect uses on a first call are the words the next sequence should open with.