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LinkedIn Learning

Sales Discovery

via LinkedIn Learning

Overview

Explore the critical and often-overlooked process of sales discovery, the real driving force behind the health of your sales pipeline.

How can you determine if a sales lead can become a qualified prospect? In this course, join Dean Karrel as he walks you through the process of gathering information and insights from a potential customer—also known as sales discovery. Dean explores sales discovery in detail—how it fits into the larger sales process, why it matters, how to prepare for discovery calls and meetings, digital sales tools and technology, and what skills and training salespeople should continue to hone. Learn how the discovery phase impacts the entire sales pipeline and learn about the benefits your sales team can experience from including this essential phase of selling.

Syllabus

Qualify before You Try!
  • Essentials of sales discovery
1. The Importance of Discovery
  • Understanding roles and terminology
  • The sales process and discovery
2. Pre-Call Preparation
  • Training and coaching
  • The importance of research
3. The Actual Call
  • Meeting agenda agreement
  • Engaging discussion
  • Learn about your leads
  • Decision making and approval process
  • Solution mapping
  • Recapping goals, priorities, and next steps
4. Discovery Skills
  • Our job as sales professionals
  • Implementing new technology and tools
Conclusion
  • Wrap-up and next steps

Taught by

Dean Karrel

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