You Can’t Close What You Didn’t Open: Discovery That Drives Business Outcomes

For decades Revenue Organizations have been bemoaning the difficulty of developing strong discovery skills across their sales teams. Why does this problem persist?

Discovery is the art of opening a topic with your customer to discuss admitted and latent pains. You can’t close business based on a topic you didn’t discuss. And most sellers have a hard time moving the conversation forward to a place where more than severe immediate pains are discussed.

What if your sellers COULD discuss these topics? What if they could discuss them in a way that the customer built their own business case to sell your product or service internally? What if the adoption rate of advanced discovery skills across your sales organization was 100%? Would that move the needle in your business?

It can be done. In this course Elisabeth will explain the discovery strategy and training program currently bringing Semrush subsantial gains in closing rates, as well as decreasing customer churn. Her innovative program is relatable and scalable to most complex sales, whether B2B or B2C.