Sales Discovery

Explore the critical and often-overlooked process of sales discovery, the real driving force behind the health of your sales pipeline.

Qualify before You Try!

• Essentials of sales discovery

1. The Importance of Discovery

• Understanding roles and terminology
• The sales process and discovery

2. Pre-Call Preparation

• Training and coaching
• The importance of research

3. The Actual Call

• Meeting agenda agreement
• Engaging discussion
• Learn about your leads
• Decision making and approval process
• Solution mapping
• Recapping goals, priorities, and next steps

4. Discovery Skills

• Our job as sales professionals
• Implementing new technology and tools

Conclusion

• Wrap-up and next steps