Discovery Skills: Navigating Stakeholders Effectively

In this practical course, you'll master the art of stakeholder navigation during discovery to transform complex conversations into clear, actionable insights. By the end of this course, you'll be able to:

• Identify and map key decision-makers by recognizing the difference between economic buyers, technical evaluators, champions, and potential blockers—going beyond surface-level titles to understand real influence
• Tailor your discovery approach to each stakeholder type using proven rapport-building, listening, and questioning techniques that unlock their true motivations
• Navigate complex group dynamics confidently, whether you're managing large discovery calls, conflicting priorities, or politically sensitive situations
• Avoid discovery pitfalls like single-threading through one contact, missing hidden influencers, or using one-size-fits-all questioning approaches
• Turn stakeholder chaos into deal clarity with practical tools and frameworks you can apply immediately to your current opportunities

You'll get real-world scenarios, hands-on mapping exercises, and battle-tested conversation strategies that will immediately elevate your discovery game. Whether you're new to presales or looking to sharpen your stakeholder navigation skills, this course gives you the confidence to handle any discovery situation that comes your way.

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