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Qualifying, Pre-call Planning, Discovery
Curriculum
5 Sections
26 Lessons
10 Weeks
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30 Everything in Sales Begins with a Qualified Opportunity
3
1.1
Developing an Ideal Customer Profile
10 mins
1.2
Leveraging Human Intelligence and Intuition
10 mins
1.3
A Lethal Qualifying Machine
10 mins
31 The Art of Discovery
2
2.1
Discovery Is Human
10 mins
2.2
The Problem with Icebergs
10 mins
32 Eight Big Discovery Mistakes You Need to Avoid
8
3.1
Taking Shortcuts
10 mins
3.2
Asking Stupid Questions
10 mins
3.3
Self-Orientation
10 mins
3.4
Focusing on Your Next Question Rather Than Listening
10 mins
3.5
Interrogation versus Conversation
10 mins
3.6
Asking Hard Questions First
10 mins
3.7
The Pump and Pounce
10 mins
3.8
Failure to Prepare
10 mins
33 Pre-Discovery-Call Research
4
4.1
Needs Something or Knows Something
10 mins
4.2
Start with What You Already Know
10 mins
4.3
Research for Information You Can Know Without Asking
10 mins
4.4
Notes
10 mins
34 Discovery Questions: What You Want to Learn
9
5.1
The Power of Open-Ended Questions
10 mins
5.2
AI Can Assist with Discovery Questions
10 mins
5.3
Real Situation Questions
10 mins
5.4
Root-Cause Analysis Questions
10 mins
5.5
Measurable Business Outcomes
10 mins
5.6
Paradigm-Shift and Future State Aspirations Questions
10 mins
5.7
Vendor and Value-Evaluation Questions
10 mins
5.8
Stakeholder Success Criteria Questions
10 mins
5.9
Note
10 mins
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