Discovery is the single most important part of the deal.

Get it right and every stage that follows is built on something solid. Get it wrong, and you’ll lose deals before they’ve even begun. In this live session, Scott shares the exact mindset, approach, framework & questions he uses and teaches to elite AEs.

• The Open-Probe-Confirm framework that uncovers real business pain
• The pain train: how to take prospects on a journey where urgency comes from them
• Discovery questions you can use on your very next call.
• How to keep deal momentum strong from the first conversation onwards