Buyers show up with plenty of research, and plenty of confusion. They think they know their problem but they’re often wrong. Don’t let your sellers take those assumptions at face value. Train your team to dig deeper, challenge surface-level thinking, and set the stage to win the deal.
Today’s buyers show up with strong opinions and shaky assumptions. But instead of challenging those assumptions, most sellers treat discovery like a quick checkbox. Misalignment follows—and so do stalled deals.
Our research shows that sellers and buyers align on the real problem only 45 percent of the time and in lost deals, that alignment drops to just 23 percent.
If your sellers can’t get clarity, they can’t create urgency. And your deals never get off the ground.
Effective discovery is about truly understanding your buyer’s situation so you can provide tailored solutions. That means sellers need to:
Discovery lays the groundwork for the entire sale.
Our discovery training is grounded in behavioral research, backed by buyer evidence, and built to fix the moments where deals go off track.
Most sellers treat discovery like an opening act. But nowadays, it’s the main event.
Buyers are making their biggest decisions early—before you demo, differentiate, or negotiate. And if your team doesn’t nail the first conversation, the rest won’t matter.
Ready to equip your team to lead discovery that wins deals?
Flexible, focused, and built for impact. Your sellers learn at their own pace—then put new skills into practice with challenge assignments and expert coaching that drives performance.
Live, interactive sessions that bring learning to life. Your team joins expert-led virtual workshops designed around real sales opportunities, so training is immediately actionable.
Transformative live workshops that sellers won’t forget. Expert facilitators lead lively, hands-on sessions where your sellers learn new skills, get live practice and feedback, build peer connection, and leave ready to win.
Just-in-time coaching to sharpen skills after every deal. Give every seller a personalized development path, based on performance feedback from real buyers, to sharpen their skills.
Our discovery training is grounded in field research—led by one of the top behavioral scientists in B2B sales.
“Only 12.9 percent of sellers take a problem-minded approach to discovery—but they’re far more likely to win. When sellers and buyers align on the real problem, win rates jump to 68 percent. Without that alignment, they fall to just 23 percent.”
— Dr. Leff Bonney, Research Director at Emblaze and Associate Professor, Florida State University Sales Institute
A: Discovery is the backbone of the entire sales experience. It’s where buyers decide if you understand their world or not. In fact, research shows that solution alignment is the biggest predictor of sales success.
If your sellers miss the mark here, the rest of the cycle doesn’t matter.
A: Qualification frameworks help you ask questions. But discovery is about gaining understanding. This training builds the skills your team needs to move beyond checkbox qualification and co-create a problem statement your buyer believes in.
Want more on this? Here’s why MEDDICC is not a discovery tool.
A: The core training is a full-day immersive experience. It’s designed to equip your team with actionable skills they can use in real opportunities—right away.
A: Most sellers aren’t doing discovery well—only 12.9 percent use a problem-minded approach. This training will benefit anyone responsible for starting sales conversations: AEs, BDRs, even seasoned pros looking to sharpen their edge.
A: The training is designed to complement and enhance your current sales process, providing your team with advanced skills to conduct more effective discovery sessions. Think of it as the missing layer that improves how your team uncovers and aligns on buyer needs.
Discovery is just one part of your sales team’s performance puzzle. Explore additional skill areas designed to win every commercial conversation.
Break through buyer indecision and win more new logos.
Help account teams grow existing relationships and retain key customers.
Equip sellers to confidently connect with senior decision-makers in high-stakes deals.
Give reps the tools to manage margin pressure and close without compromising value.
Train your team to show up with clarity and impact across digital, hybrid, and remote channels.
Let’s build a training plan that fits your team’s goals.
