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 customerâalso known as sales discovery. Dean explores sales discovery in detailâhow 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.