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Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to project prioritization within organizations. This 60-minute session designed for sales and presales professionals seeking to master the art of discovery helped unlock the secrets to winning deals.
Key Highlights:
- Differentiating Yourself: Graham Kelly emphasized the importance of moving from an interrogation style to an engaging conversation to differentiate yourself from competitors.
- Sales-Led Discovery: We explored how mastering sales-led discovery can help you win or lose deals faster, making your sales process more predictable.
- Prioritizing Issues: Understanding and prioritizing critical business issues are crucial to ensuring bigger deals and more predictable outcomes.
- Motivating Questions: Techniques for asking motivating questions that engage prospects and uncover deeper insights were shared.
- Practical strategies for exposing gaps in your current sales process and aligning with Peter Cohan’s methodologies from “Doing Discovery.”
If you have inquiries, you can reach out to the webinar hosts through the following channels:
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Paul H. Pearce |
Peter E. Cohan |
Graham Kelly |