Adapt to Win: Discovery Tactics to Engage the Modern Buyer

You’ve seen the stat: Buyers are 50-70 percent through their buying journey before they talk to sales.  

But just because they’re 70 percent through their process doesn’t mean they’re 70 percent ready to buy. In fact, most buyers still aren’t clear on the problem they need to solve.  

Sellers need a new way to approach discovery. Rather than seeing it as a checkpoint in a buyer’s mostly complete journey, it’s a critical opportunity to bring clarity to a complex situation.   

How can you adapt your discovery conversations and meet buyers where they are right now? 

In this science-backed session with Dr. Leff Bonney, Research Director at Emblaze, and Tim Riesterer, Chief Strategy Officer at Corporate Visions, you’ll see new research and get practical techniques for identifying your prospects’ real problems during discovery, so you can align on their needs and prime the deal for success.  

Specifically, you’ll discover: 

• The psychological principles that underpin a prospect’s commitment to their chosen path
• How to quickly and accurately uncover their real problems and expectations
• What signals indicate your buyer’s trying to solve the wrong problem
• Research-backed techniques that are proven to get a misguided buyer on the right track