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Train your teams to uncover what your buyers actually need, with a custom workshop built around your product, your people and your vision.
- For corporate sales, presales & enablement teams
- Led by Great Demo! Experts
- 100% personalized to your organization
Most organizations rely on individual skill or personal style. This course equips your team with a shared framework for asking the right questions, capturing what matters, and tying it to tangible outcomes every time.
Benefit: Establishes a consistent approach across Sales, Presales, Customer Success, and Product. Improves onboarding, increases coaching effectiveness, and ensures high-quality discovery is repeatable across every team member.
You will learn how to guide prospects and customers to articulate what truly matters – the operational challenges, strategic risks, and financial goals that justify making a change.
Benefit: Focuses team effort on deals that matter, eliminates wasted time on low-value opportunities, and ensures messaging is tied to real business needs.
You will master a structured questioning approach designed to uncover buying triggers, decision criteria, and internal dynamics, without feeling scripted or forced.
Benefit: Improves qualification accuracy, reveals hidden risks, and builds trust. Managers can coach to it, and teams can consistently apply it across every conversation.
You will learn how to connect operational issues to quantifiable results using language that resonates with both technical users and executive stakeholders.
Benefit: Strengthens business cases, improves demo relevance, and supports stronger proposals and success plans. This skill turns problems into urgency and value.
You will leave with a practical method to document and communicate discovery findings across the entire buyer journey, from the first call through to onboarding and renewal.
Benefit: Reduces friction during handoffs, ensures all teams stay aligned on what matters most to the customer, and supports long-term retention and satisfaction.
Implement a Repeatable and Scalable Discovery Methodology
Most organizations rely on individual skill or personal style. This course equips your team with a shared framework for asking the right questions, capturing what matters, and tying it to tangible outcomes every time.
Benefit
:
Establishes a consistent approach across Sales, Presales, Customer Success, and Product. Improves onboarding, increases coaching effectiveness, and ensures high-quality discovery is repeatable across every team member.
Lead Conversations That Surface Real Business Priorities
Benefit : Focuses team effort on deals that matter, eliminates wasted time on low-value opportunities, and ensures messaging is tied to real business needs.
Ask Smarter Questions That Reveal Intent and Influence
Link Customer Problems to Measurable Business Outcomes
Benefit : Strengthens business cases, improves demo relevance, and supports stronger proposals and success plans. This skill turns problems into urgency and value.
Align Sales, Presales, Customer Success, and Product Teams
Benefit : Reduces friction during handoffs, ensures all teams stay aligned on what matters most to the customer, and supports long-term retention and satisfaction.
For every team that connects with customers and needs
to uncover what truly matters.
SALES
TEAMS
Gain confidence in conversations, uncover true needs, and move deals forward with intent.
PRESALES
TEAMS
Ask better questions, surface value early, and become strategic partners in the sales motion.
PRODUCT
TEAMS
Use discovery to deepen relationships and unlock new opportunities after the deal closes.
ENABLEMENT
TEAMS
Fuel enablement with clear methods, faster onboarding, and continuous team growth.
CUSTOMER SUCCESS TEAMS
Tap into real-time customer insights that shape better features and faster iterations.
BUSINESS DEVELOPMENT
Spot real opportunities faster, ask the right questions, and drive every conversation with purpose.
For every team that connects with customers and needs
to uncover what truly matters.
SALES TEAMS
Gain confidence in conversations, uncover true needs, and move deals forward with intent.
PRESALES TEAMS
Ask better questions, surface value early, and become strategic partners in the sales motion.
PRODUCT TEAMS
Use discovery to deepen relationships and unlock new opportunities after the deal closes.
ENABLEMENT TEAMS
Fuel enablement with clear methods, faster onboarding, and continuous team growth.
CUSTOMER SUCCESS TEAMS
Tap into real-time customer insights that shape better features and faster iterations.
BUSINESS DEVELOPMENT
Spot real opportunities faster, ask the right questions, and drive every conversation with purpose.
For every team that connects with customers and needs
to uncover what truly matters.
SALES TEAMS
Gain confidence in conversations, uncover true needs, and move deals forward with intent.
PRESALES TEAMS
Ask better questions, surface value early, and become strategic partners in the sales motion.
PRODUCT TEAMS
Use discovery to deepen relationships and unlock new opportunities after the deal closes.
ENABLEMENT TEAMS
Fuel enablement with clear methods, faster onboarding, and continuous team growth.
CUSTOMER SUCCESS TEAMS
Tap into real-time customer insights that shape better features and faster iterations.
BUSINESS DEVELOPMENT
Spot real opportunities faster, ask the right questions, and drive every conversation with purpose.
Joe Oliveri
Senior Manager
Solutions Consulting, Dropbox
“The team has a guide..a checklist to follow, it’s giving them more confidence”
Rick Quigley
VP of Consulting
Avicado Construction Technology Services
“Great Demo Doing Discovery easy for people to align and adopt.. it’s much more structured”
WHY IT WORKS?
- Your product is complex.
- Your team is cross-functional.
- Your prospects are changing.
That’s why this isn’t off-the-shelf training. We partner with you to map real buyer journeys and uncover the hidden patterns in your deals and then we build your discovery framework from there.
We listen to your needs and tailor our services to meet them.
David Astor
Solutions Architect, GitLab
Dan Drvaric
Sales Director, Beyond Limits
Mark Whitbeck
Client Services Manager, OEM Solutions, Beyond Limits
Randy Steele
Director, Sales Engineering, Aurigo Technologies, Ltd.
Holly Condon
VP of Sales, Billhighway
Fill The Inquiry Form
Uncover your customers’ needs and pain points to understand the heart of the problem that your customers are trying to solve.
Frequently Asked Questions
To uncover a clear, customer articulated Critical Business Issue (CBI) and map it to Problems, Specific Capabilities, a measurable Delta, and a Value Realization Event (VRE). This forms the foundation of a compelling demo and solution representation.
It starts at the very first interaction and never fully ends. Discovery continues throughout the sales cycle, especially during demos via techniques like “Peel Back the Layers.” You are ready to present a solution, when you have enough information to complete a Situation Slide containing key elements of prospects situation.
Do enough to build a complete Situation Slide: CBI, Problems, Specific Capabilities, Delta, and VRE. This is your signpost that sufficient discovery has been completed for an effective Great Demo!
Reframe the conversation by emphasizing that your goal is to avoid wasting their time. Use Vision Generation Demos to stimulate conversation and uncover pain if they’re reluctant.
Ideally, both are active. Sales often leads with business-focused questions, while Presales probes into capabilities and deeper technical needs. Coordination ensures a complete view.
Use the completed Situation Slide as a bridge. Confirm it with the prospect, then present an Illustration followed by a “Do It” demonstration that delivers value immediately.
