Discovery & Value Proposition Deep Dive Discovery & Value Proposition Deep Dive
SIA Coaches
Founder & CEO
Director of Enterprise Sales
  • Description
  • Course Syllabus
  • Coach Information
About this course

Do you want to learn how to build deep levels of trust and engagement with your prospects to really drive momentum in your deals?

Designed for AEs and BDMs, this course takes a deep dive into the most critical parts of your sales process. Through this course, you’ll understand how to perform deep discovery, build compelling and personalized value propositions, and effectively manage the buying process to win your deals.

You’ll learn how to elicit your prospect’s problems, pains and challenges and understand how these impact the business at an individual, departmental, and company level. 

You’ll see how to use this information to create really compelling value propositions that are personalized to each prospect to really drive momentum through the entire buying chain.

And you’ll gain a great understanding of how to map that buying chain in more detail, uncovering the motivations, desires, and needs of every stakeholder you need to engage with.

This course was designed for AEs/BDMs of any experience. The course is suitable for those that have already taken Managing the Complete Sales Cycle (MtCSC) and want a deep dive specifically on this topic, but it is equally suitable for those that have not yet taken MtCSC. Similar to MtCSC, those who are more experienced should still benefit from this course as it will take them through best practices and frameworks in detail.
What impact this course will have
  • Effectively prepare for discovery calls by working as a team to use best practice research on your prospect
  • Structure and execute discovery calls that deliver key understandings of your prospect’s pain and the value impact of that pain
  • Perform deeper discovery within your meetings to take that knowledge even further to uncover the needs and motivations for each stakeholder in the buying chain
  • Use that knowledge to create meaningful and personalized value propositions that show the real-world value you can create for the business and everyone in the buying chain
  • Delve deep into the buying process, understanding the purchasing model within the organization and what stakeholders are involved, to enable you to start taking control of moving towards the close
Course Syllabus
May 23 2022
Class 1 | The What, Why & How of Crafting Compelling Value Propositions


By the end of this class, you will be able to…

  • Describe what value propositions are and why they’re important 
  • Identify the key elements of a compelling value proposition
  • Understand how to uncover personalized pain and value impact using a comprehensive framework
May 25 2022
Class 2 | Prepping for Great Discovery


By the end of this class, you will be able to…

  • Describe what Discovery is and why it’s important
  • Set discovery calls up for success with best practice research and preparation
  • Work better as an AE/SDR team
May 30 2022
Class 3 | Executing Great Discovery Calls


By the end of this class, you will be able to…

  • Describe the anatomy of a best practice discovery call
  • Frame discovery calls with an upfront contract
  • Quickly demonstrate value to earn the right to ask deeper discovery questions
  • Successfully close for next steps using a compelling v1. value proposition
June 1 2022
Class 4 | Deep Discovery Through the Sales Cycle


By the end of this class, you will be able to…

  • Describe what we mean by ‘deep discovery’
  • Effectively use a wide range of questions to do deeper discovery
  • Use Discovery to understand and take control of the buying process
June 6 2022
Class 5 | Tying it all Together: Turning Discovery Insights Into Quantifiable, Compelling Value Propositions


By the end of this class, you will be able to…

  • Distill insights gained in Discovery into clearly articulated, personalized pain and value impact of status quo
  • Use a business value calculator and ROI metrics to quantify the value you create 
  • Deliver compelling value propositions
Coach Information
Founder & CEO
Brigid is a recognized multilingual Revenue Leader with a 10-year track record of selling, building teams, and scaling revenue growth in the B2B SaaS space.  Her experience spans SDR, Individual Contributor, and Sales Leadership roles at two of t...
Director of Enterprise Sales
Amanda is a beloved sales coach and enablement leader with a track record in building and leading top-performing sales teams. She learned from a young age (5) that people buy (girl scout cookies) to solve an urgent pain (craving), and the best way...