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250+ Certified Graduates • COHORT-BASED PROGRAM
Discovery Pillars
A 3-week virtual program designed to equip you with competencies and knowledge to uncover customer needs and craft compelling solutions. We'll cover how to:
- Lead an Effective Discovery Call: Ask the right questions, listen actively, and navigate stakeholder dynamics to uncover insights and build trust.
- Prep like a Professional: Research thoroughly, understand the customer's business, and create a tailored discovery plan.
- Transform Discovery into Dollars: Use discovery insights to create persuasive value propositions, align solutions, and drive revenue.
Course Overview
Overall, the course aims to equip presales professionals with the knowledge and skills necessary to lead effective discovery calls, uncover customer needs, build trust and rapport, and ultimately position themselves as trusted advisors capable of delivering tailored solutions and achieving successful sales outcomes.
Key Benefits
Learn New Influence Techniques
Conduct impactful discovery calls that uncover key customer needs, build trust, and pave the way for successful sales outcomes.
Gain Agility and Impact
You will increase your contribution to revenue generation, customer satisfaction, and your professional growth by mastering the art of effective discovery calls.
Course Details
Duration
3 weeks
Meeting Schedule
Virtual sessions twice a week with async learning and exercises in between
Expert Facilitators
Led by highly-regarded, tenured Presales Leaders
Who Should Attend?
- Experienced SEs interested in elevating your discovery game, share wisdom, and master advanced techniques to close bigger deals faster.
- Presales Teams on a mission to align your discovery approach, boost collaboration, and leverage collective insights to drive revenue growth.
Meet Your Instructors
Liz Anderson
Director of Learning and Development, PSC
“My experience with the PSC Pillars course has been transformative, providing invaluable insights into the discovery phase and significantly enhancing my contributions to the sales team.”
Heraldo Domingues
Principal Solution Engineer, Pluralsight
Program Syllabus
- Steps for Uncovering Value-Driven Discovery: Unlock a step-by-step framework for guiding discovery dialogues, harnessing the power of open-ended, probing, and clarifying questions to uncover deep customer insights across virtual and in-person settings.
- Empathy and Understanding in Discovery: Explore the transformative power of empathetic listening during discovery calls, fostering trust while adeptly navigating scenarios where prospects offer minimal information, and mastering whiteboarding techniques to visualize project scopes, document key insights collaboratively, and effectively manage internal conflicts among stakeholders.
- Navigating Challenges in Discovery: Master the art of unpacking technical requirements from core business needs, equip yourself with strategies to deftly handle sales objections during discovery, and explore effective methods for identifying and engaging key decision-makers and champions within prospect organizations.
- Preparation and Research for Discovery: Uncover strategies for identifying and understanding the roles of critical decision-makers, leverage internal tools and external sources to conduct comprehensive research, and equip yourself with techniques to navigate situations where initial information is lacking, ensuring you're always prepared for successful discovery conversations.
- Navigating Group Dynamics and Politics: Explore techniques for seamlessly leading large-group and joint discovery calls, while equipping yourself with strategies to prepare colleagues for active participation. Delve into understanding and navigating the intricate landscape of internal and external politics and power dynamics, emerging as an influential force that builds rapport and trust within every deal.
- Adaptability in Discovery: Gain insights on when to adhere to predefined discovery plans and when to adapt based on conversation flow, explore strategies to prepare for and navigate hostile environments during calls, highlight the critical importance of logistical planning for successful discovery sessions, and unlock the power of adapting your discovery style to resonate with diverse buyer personas for maximum effectiveness.
- Synthesizing Discovery: Master the art of leading multiple discovery sessions, synthesizing information into concise executive summaries, identifying and resolving contradictory findings, and prioritizing insights to craft impactful, demo-ready narratives that resonate with your audience.
- Tailoring Insights Across the Sales Cycle and the Disco-Demo Approach: Explore strategies for effectively leveraging discovery insights throughout the various stages of the sales process, tailoring your approach to meet the unique wants and needs of diverse buyer personas, while introducing the innovative "disco-demo" concept—a seamless integration of discovery findings and product demonstrations to captivate your audience.
- Aligning Teams and Conquering Follow-Ups: Explore strategies for effective post-discovery collaboration across teams, determining the optimal timing to involve others throughout the process, while equipping yourself with essential skills to masterfully manage follow-up communication, address stakeholder inquiries with precision, and foster a cohesive, impactful experience.
What's Included
eLearning Content
Access an extensive collection of in-depth learning modules that provide a solid foundation in presales theory and practical guidance on applying these concepts to your daily work.
Coursework
Engage in actionable exercises that allow you to apply the theoretical concepts in practice, developing a ready-to-use toolkit of materials tailored to your company's needs.
Insights
Learn from the experiences of seasoned presales professionals as they share first-hand accounts of navigating both common and unique challenges in the field
Templates
Acquire ready-made files and assets that you can immediately put into action upon completing the courses, allowing you to apply your learning and drive results without delay.
Roleplays
Workshop newly acquired skills through engaging, out-of-the-box simulations designed to challenge you and provide opportunities for valuable feedback from experienced presales coaches and peers.
Private Channel
Join a private channel connecting you with a cohort of equally driven presales professionals who are committed to refining their skills and advancing their careers.
Certification
Earn a certification to showcase your expertise and dedication to professional development, enhancing your credibility and marketability as a presales professional on LinkedIn and beyond.
FAQs
If you have additional questions, please feel free to contact us at enablement@presalescollective.com or book time with us here.
To enroll in a Presales Collective course, simply visit the course page, choose your preferred cohort, and complete the sign-up and checkout process. Our user-friendly interface ensures a seamless enrollment experience, allowing you to start your learning journey with ease. If you'd like to speak to a PSC team member before enrolling, click "Learn More" and you'll be prompted with an opportunity to book time.
Live sessions are scheduled for 3PM ET. If a cohort is running at another time, that will be listed in the cohort details.
To ensure that every student receives ample attention and access to facilitators, we limit our cohort sizes to 20-25 participants. This approach fosters a more engaging and interactive learning environment, allowing for personalized guidance and support throughout the course.
We understand that unexpected situations may arise, preventing you from attending every session. If you find yourself unable to attend a particular session, please inform your course facilitator as soon as possible. They will work with you to provide resources, such as session recordings or supplementary materials, to help you catch up on any missed content. However, to get the most out of the course and to maintain a strong learning pace with your cohort, we encourage you to prioritize attendance and participation whenever possible.
At Presales Collective, we are committed to ensuring that our courses meet your expectations and align with your learning goals. If you find that a course isn't what you anticipated after attending the first session, please don't hesitate to reach out to our support team. We will work closely with you to understand your concerns and find a suitable solution, which may include transferring you to a different course that better matches your needs or providing a refund. Our priority is your satisfaction, and we will do our best to ensure that you have a positive and valuable learning experience with us.
250+ Certified Graduates • COHORT-BASED • 3 weeks
Discovery Pillars
Upcoming Cohorts
Last day to enroll: Oct 3rd
Interested in Enablement for Your Team?
Connect with our team to learn more about pricing, use cases or additional details about PSC's programs.
