Why Your Inbound Discovery Playbook is Killing Your Outbound Deals

How to run outbound discovery calls that create real urgency, lower buyer resistance, and actually move deals forward.

Inbound leads are drying up. BDR and SDR teams are shrinking. And that means reps are now on the hook to generate their own pipeline through outbound. The problem? Most reps run outbound discovery the exact same way they run inbound. Same questions. Same structure. Same goal. And that mismatch is exactly why those meetings go nowhere. In this candid conversation, I sit down with Alex Cook, the #1 AE and Sales MVP at Sprout Social, to break down what’s really going wrong in outbound discovery calls and what to do instead.

Bonus: In addition to the video, you’ll also get access to powerful AI prompts and guides for the key concepts presented in the session.

WATCH NOW + GET AI PROMPTS!

In this sessions you’ll learn about 3 things:

Why Outbound Discovery Is a Different Game
The key mindset shift that separates reps who convert outbound meetings into pipeline from those who keep hearing “we’ll think about it.”
How to Lower Buyer Resistance From the Start
Practical techniques to disarm skeptical prospects, normalize uncertainty, and create the psychological safety that gets buyers to actually open up.
How to Set Next Steps They’ll Actually Say Yes To
Stop asking for things buyers aren’t ready to commit to. Learn how to propose right-sized next steps that keep deals moving without scaring people off.