Course curriculum

    1. 1 - Introduction to the Course

    1. 2 - Setting a Sales Discovery Meeting Agenda

    1. 3 - Best Practices for Discovery Meetings

    2. 4 - Asking good questions

    3. 5 - Monetizing Issues (Pain & Gain)

    4. 6 - Analyzing Root Cause

    5. 7 - Data Collection

    1. Assessing Buying Process

    2. Identifying I.T. Stakeholders in CoMIT Opportunities

    3. Thursday Process Webinar on IT Stakeholders

    1. Discovery Findings Prep Materials

    1. Wrap Up

About this course

  • 12 lessons
  • 1.5 hours of video content

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