Modern Discovery Tactics for the Pre-Convinced Buyer

When buyers and sellers meet for the first discovery call, it’s often less a conversation and more a collision of assumptions. 

Buyers arrive pre-convinced that they know their problem and how to solve it. 

Sellers, meanwhile, assume discovery means a quick qualification before pitching their solution. 

The result? Misalignment. In fact, recent research shows buyers and sellers are misaligned on the problem statement 54 percent of the time. 

Discovery isn’t broken because buyers self-educate. It’s broken because sellers fail to reset flawed assumptions and create alignment around the real problem. 

In this session, Tim Riesterer, Chief Strategy Officer at Corporate Visions, will introduce a new, evidence-backed approach to discovery for the age of the pre-convinced buyer—blending the latest behavioral science research with practical tactics your teams can use right away. 

You’ll learn how to: 

• Spot and solve for misalignment – Apply problem-minded discovery that aligns sellers and buyers on the real problem and boosts win rates
• Defuse escalation traps – Identify when buyers are stuck on the wrong path and redirect them without provoking resistance
• Recast discovery as differentiation – Make discovery the most valuable part of your buyers’ experience, not the perfunctory prelude to a pitch