Overview
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Explore the critical and often-overlooked process of sales discovery, the real driving force behind the health of your sales pipeline.
Syllabus
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Qualify before You Try!
- Essentials of sales discovery
- Understanding roles and terminology
- The sales process and discovery
- Training and coaching
- The importance of research
- Meeting agenda agreement
- Engaging discussion
- Learn about your leads
- Decision making and approval process
- Solution mapping
- Recapping goals, priorities, and next steps
- Our job as sales professionals
- Implementing new technology and tools
- Wrap-up and next steps
