Course curriculum

    1. 1 - Introduction to the Course

    2. 2 - Setting a Sales Discovery Meeting Agenda

    3. 3 - Best Practices for Discovery Meetings

    4. 4 - Asking good questions

    5. 5 - Monetizing Issues (Pain & Gain)

    6. 6 - Analyzing Root Cause

    7. 7 - Data Collection

    8. Assessing Buying Process

    9. Identifying I.T. Stakeholders in CoMIT Opportunities

    10. Thursday Process Webinar on IT Stakeholders

    11. Discovery Findings Prep Materials

    12. Wrap Up

    1. 1. Lead with Discovery

    2. 2. Stop Talking, Start Learning

    3. 3. Anatomy of a great question

    4. 4. Surface Business Pain

    5. 5. 3 Levels of Listening

    6. 6. from Insight to Impact

    7. 7. Set up the Sales Process

    8. 8. Discovery to Close_ A Case Study

    1. Test your Knowledge

About this course

  • 21 lessons
  • 2 hours of video content

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