Discovery & Value Proposition Deep Dive Discovery & Value Proposition Deep Dive
SIA Coaches
Founder & CEO
Revseed
Director of Enterprise Sales
Bevy
  • Description
  • 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.
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
Syllabus
September 07th 2021
1/5
Class 1| The What, Why & How of Crafting Compelling Value Propositions
  • Understand what value propositions are and why they’re important
  • Understand the key elements of a compelling value proposition
  • Use the business outcome linkage framework to create compelling value propositions for a specific company or persona(s)
September 08th 2021
2/5
Class 2 | Prepping for Great Discovery
  • Understand what Discovery is and why it’s important
  • Work better as an AE/SDR team
  • Set discovery calls up for success with best-practice research and preparation
September 13th 2021
3/5
Class 3 | Executing Great Discovery Calls
  • Frame discovery calls with an upfront contract
  • Quickly demonstrate value to earn the right to ask deeper discovery questions                    
  • Build rapport and momentum with key conversation techniques
  • Successfully close for next steps using a compelling v1. value proposition
September 15th 2021
4/5
Class 4 | Deep Discovery Through the Sales Cycle
  • Perform deeper discovery at multiple levels within an organization
  • Tailor discovery questions to get from technical and functional pain to business impact and desired outcome(s)
  • Understand and take control of the buying process
September 16th 2021
5/5
Class 5 | Tying it all Together: Turning Discovery Insights Into Quantifiable, Compelling Value Propositions
  • Demonstrate you’ve actively listened and ensured your value proposition is now valid 
  • Use a business value calculator to demonstrate value impact using your ROI metrics 
  • Deliver compelling value propositions verbally and in a written proposal
Founder & CEO
Revseed
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
Bevy
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...