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LinkedIn Learning

Sales Discovery

via LinkedIn Learning

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Overview

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

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

Reviews

4.7 rating at LinkedIn Learning based on 364 ratings

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