Workshop

Doing Discovery

A proven sales discovery process will uncover your customers’ needs and pain points and is essential to understanding the heart of the problem that your customers are trying to solve.

Untangle your customers' needs and solve them in less time than ever before.

This workshop will equip participants with a cohesive sales discovery process, transforming them into high-performing practitioners who exceed sales and customer success expectations. They'll leave with an understanding of how to use these skills - saving them time - to streamline processes, and identify exactly what your customers need most.

Whether your teams are in the office, on the road, or working from home, our pre-sales training courses ensure that you can be highly prepared and confident throughout the discovery and demo process from initial outreach to the close.

Discovering Business Value

Sales and presales professionals are good at highlighting features and explaining benefits, but they often neglect to communicate the business value – the financial impact of the software feature or solution. Through this in-depth technical pre-sales training, we’ll teach you how to uncover and communicate that value in a way that resonates with your prospects and increases your overall rates of success.

Discovering Impact

A key component of discovery conversations is expanding initial product footprints – understanding how your offering impacts other parts of your prospect’s business. As your demo coach, we’ll show you how to ask questions that uncover these impacts and set the stage for expansion opportunities with customers.

Uncovering Complexity

Many sales professionals overlook the fact that their prospects may have complex needs, which can invalidate their current product roadmap or force them into an entirely new sales process. We’ll show you how to ask questions that reveal this complexity so you can adapt your offerings accordingly.

To find out more about Great Demo!

and how we can improve the performance of your company, contact us today — one of our team will be more than happy to speak with you.

Participants Will Learn:

The key elements and methods for performing discovery within an overall methodology.
How to apply specific discovery techniques.
How to dissect existing discovery information to expose key elements and gaps.
How to develop and share discovery documents.
How to explore and practice discovery methods that out-flank competition and expand opportunities.

Choose Your Adventure

The sales discovery process is a critical component of the overall methodology for any sales campaign, but it has its own unique set of steps that should be performed in concert with other stages.

Presales

The behind-the-scenes stars of the sales process, we transform Presales teams into surprisingly effective solution and value-focused rock stars.

sales

We enable sales teams with high-performance strategies and skills that maximize their discovery conversations and demos.

Business Development

We instruct business development representatives on how to quickly and efficiently assess potential customers, optimizing your lead generation processes.

Customer Success

Great Demo! teaches customer success teams how to maximize revenue streams and enhance customer satisfaction from existing clients.

Enablement

Methodology enables enablement. We’ll help you accelerate onboarding and ongoing development of your teams.

Leaders

A strong leader’s power is felt both inside and outside the company. We’ll provide you with strategies and leadership best practices to enable your teams to thrive.

Testimonials

Image the success you will have! Below is the feedback provided from folks just like you.

“We had a great discovery conversation with XXX in Indianapolis. The owner was open and willing to share the true pain they are experiencing. We set our presentation for 48 hours later and showed them how we’d fix their issue straight out of the gate. That took a total of 11 minutes. After another 29.5 minutes we completed our presentation (demo) at which point the client asked us to send him the DocuSign. You’ll be hard-pressed to find a stronger believer in this company in your methodology. I’m all in and can’t wait to share the successes to come. “

Great Demo! sets the standard for how to communicate value, frame a conversation, and craft an effective story. It focuses on what a customer truly needs as opposed to what you think they need. It pivots the demo to a compelling story that has relevance and shows the client a vision of what is possible. That is why I have standardized on the Great Demo! and brought it into several organizations. The results speak for themselves. Shorter sales cycle times, shorter to no proof of concepts, and larger deals generated through focused conversations and discovery.

“Very excited to share this – leveraging what we learned from our Great Demo! workshop a few years back, our team won the Salesforce Demo Jam at the recent world tour – we had 3 minutes to deliver (and encrispen) a high-level overview of our product, and the audience selected the winner! We’ve got a workshop coming up for our entire staff so we can keep this good stuff going, but this was a HUGE win for us that wouldn’t have been possible with what we learned from Great Demo!! ”

This has become a real differentiator for us in conversations. It has become a great standard process used between sales and presales to ensure we are on the same page walking into a call.

Workshop Quick Summary

Learn the Seven Levels of Discovery Skills, a necessary component to effective discovery conversations that enable the identification of the audiences’ needs.