Your biggest opportunities deserve more than a checklist.

Are you uncovering urgency, or merely gathering answers? Are your buyers learning something new, or just confirming what they already know? Is your discovery setting the stage for urgency, or for discounting?

Too many teams treat discovery like a pre-demo warm-up: a checklist from the line of business, a few rehearsed answers… and then straight into the product.

Real discovery triggers action by helping the customer understand something about their own business that they don’t understand today.

In this session, you’ll learn how SEs and AEs at high-performing teams collaborate using the Value Discovery Map to:

• Qualify faster, and deeper, by mapping value across 3 key stakeholder levels
• Reveal the strategic drivers that increase deal scope and executive relevance
• Align AEs, SEs, Value teams, and your Champions/Mobilizers around a clear value narrative

This is a practical, visual framework you can apply immediately to raise the bar on every enterprise conversation. Because good discovery is not a game of more questions, it’s the work of better thinking.