Course curriculum

  • 1

    Module 1: The Foundation

    • Introduction & Learning Outcomes

    • Download Slides & Workbook Here

    • World Class Discovery (Part 1: The Framework)

    • World Class Discovery (Part 2: The Call Structure)

    • Discovery Call Note Taking Template

    • Customer Stories

    • Action items from this lesson
  • 2

    Module 2: Preparation

    • Introduction & Learning Outcomes

    • The Buyer's Journey

    • World Class Preparation

    • Prep Example #1

    • Prep Example #2

    • Action items from this lesson
  • 3

    Module 3: Introductions

    • Introduction & Learning Outcomes

    • Value Drivers

    • Value Drivers Example #1

    • Value Drivers Example #2

    • Webcams

    • Alignment Statements

    • Action items from this lesson
  • 4

    Module 4: Discovery

    • Introduction & Learning Outcomes

    • Looping

    • Role Play Example

    • Question Stacking

    • Action items from this lesson
  • 5

    Module 5: Next Steps

    • Introduction & Learning Outcomes

    • Next Steps

    • Multi-Threading

    • Role Play Example

    • Action items from this lesson