
ProActive Discovery
Turning Virtual Discovery into Mutual Action Plan
How we run discovery calls to qualify/disqualify opportunities and get to a decision without delay
Our Students Are Working At:





What This Program Is All About
Learn how some of the best companies run discovery calls to qualify/disqualify opportunities, gain mutual buy-in, and get decisions without delays.
The initial calls with a prospect are the most important in your sales process. It’s where you gain or lose control of your deals. Yet, most salespeople do not have a clear structure for their discovery calls, or they use rigid qualification frameworks that prospects get annoyed with.
So how can you open bigger opportunities and get decisions quicker, when you’re following a process that was set 5 years ago?
.png)

Let's Walk Through What You'll Learn
-
Learn what a virtual discovery call is.
-
2 types of questions.
-
Old way vs new way.
01 GETTING STARTED
What Is Discovery
Educate & Validate
02 UNCOVERING NEEDS
-
How to educate your customers and validate their needs.
-
Find out about the two types of decision makers with two different value goals.
-
What is a transfer of ownership.
03 QUALIFYING/ DISQUALIFYING PROSPECTS
Above and Below The Line Values
-
Learn what ATLs and BTLs care about.
-
What are ATLs and BTLs value propositions.
-
How to set the agenda of your call
-
Find out what you are missing by not assigning homework.
04 EXECUTING THE CALL
ProActive Discovery Tools
-
Emails to send before the call.
-
How to set the agenda of your call.
-
30 seconds speech.
-
Qualify and energy.

Testimonials From Clients
"Skip and team deliver a great experience, and the training drives great results, with tools to help reps and leaders sustain success"
Greg Holmes, Vice President WW Sales

The Full Curriculum Breakdown
Part 1: Introduction
-
Welcome
-
Worksheet
Part 2: Getting Started
-
Learn what a virtual discovery call is.
-
2 types of questions.
-
Old way vs new way.
Part 3: Uncovering Needs
-
How to educate your customers and validate their needs.
-
Find out about the two types of decision makers with two different value goals.
-
What is a transfer of ownership.
Part 4: Qualifying/disqualifying Prospects
-
Learn what ATLs and BTLs care about.
-
What are ATLs and BTLs value propositions.
-
How to set the agenda of your call
-
Find out what you are missing by not assigning homework.
Part 5: Executing The Call
-
Emails to send before the call.
-
How to set the agenda of your call.
-
30 seconds speech.
-
Qualify and energy.
Part 6: Wrapping It Up
-
Summary and next steps
-
Final test
We Know You Have Questions
We Have Answers!
Who is the course for?
Any sales professional or teams that want to stop wasting time on opportunities that will not convert or take forever to make a decision.