The Discovery Phase is the initial stage in a sales, onboarding, or project process where the goal is to understand the client’s needs, challenges, and goals. It’s all about asking the right questions, listening closely, and uncovering what success looks like for them.
In marketing and sales, this phase helps tailor messaging and solutions. In product or service delivery, it sets the foundation for a strong strategy and smooth execution.
Key activities in a Discovery Phase may include:
- Stakeholder interviews
- Workflow or tech stack audits
- Reviewing business objectives
- Identifying pain points and blockers
Example:
Let’s say a SaaS company is selling a CRM tool to a scaling startup. During the discovery phase, the sales team finds out the startup’s current system is messy, the sales team is wasting time on manual data entry, and they’re preparing for a funding round. With this info, the CRM pitch can focus on automation, data cleanliness, and forecasting — all tied to their immediate priorities.