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

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?

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.

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.

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Part 6: Wrapping It Up

• Summary and next steps

• Final test