{"id":35366,"date":"2024-06-19T23:23:11","date_gmt":"2024-06-19T23:23:11","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35366"},"modified":"2024-06-26T07:38:30","modified_gmt":"2024-06-26T07:38:30","slug":"sales-led-discovery-webinar-recording-highlights","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/sales-led-discovery-webinar-recording-highlights\/","title":{"rendered":"Sales-Led Discovery &#8211; Webinar Recording &#038; Highlights"},"content":{"rendered":"<p>Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to project prioritization within organizations. This 60-minute session designed for sales and presales professionals seeking to master the art of discovery helped unlock the secrets to winning deals.<\/p>\n<p>Key Highlights:<\/p>\n<ul>\n<li>Differentiating Yourself: Graham Kelly emphasized the importance of moving from an interrogation style to an engaging conversation to differentiate yourself from competitors.<\/li>\n<li>Sales-Led Discovery: We explored how mastering sales-led discovery can help you win or lose deals faster, making your sales process more predictable.<\/li>\n<li>Prioritizing Issues: Understanding and prioritizing critical business issues are crucial to ensuring bigger deals and more predictable outcomes.<\/li>\n<li>Motivating Questions: Techniques for asking motivating questions that engage prospects and uncover deeper insights were shared.<\/li>\n<li>Practical strategies for exposing gaps in your current sales process and aligning with Peter Cohan&#8217;s methodologies from &#8220;Doing Discovery.&#8221;<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><span style=\"text-decoration: underline;\"><a href=\"https:\/\/youtu.be\/9iBcq6LEKcw\" target=\"_blank\" rel=\"noopener\"><strong>View Recording<\/strong><\/a><\/span><\/p>\n<hr \/>\n<p>If you have inquiries, you can reach out to the webinar hosts through the following channels:<\/p>\n<figure class=\"table\">\n<table style=\"border-color: rgba(0,0,0,0); border-width: 0px;\">\n<tbody>\n<tr>\n<td style=\"border-color: rgba(0,0,0,0); border-width: 0px;\">\n<p data-is-tablecell-container=\"true\"><strong>Paul H. Pearce<\/strong><br \/>\n<a title=\"mailto:ppearce@greatdemo.com\" href=\"mailto:PPearce@GreatDemo.com\" target=\"_blank\" rel=\"noreferrer noopener\">PPearce@GreatDemo.com<\/a><br \/>\n<a title=\"https:\/\/greatdemo.com\/\" href=\"https:\/\/greatdemo.com\/\">GreatDemo.com<\/a><br \/>\n\u2060<a title=\"https:\/\/linkedin.com\/in\/ppearce\" href=\"https:\/\/linkedin.com\/in\/ppearce\" target=\"_blank\" rel=\"noopener\">Connect on LinkedIn<\/a><\/p>\n<\/td>\n<td style=\"border-color: rgba(0,0,0,0); border-width: 0px;\">\n<p data-is-tablecell-container=\"true\"><strong>Peter E. Cohan<\/strong><br \/>\n<a href=\"mailto:PCohan@GreatDemo.com\">PCohan@GreatDemo.com<\/a><br \/>\n<a title=\"https:\/\/greatdemo.com\/\" href=\"https:\/\/greatdemo.com\/\">GreatDemo.com<\/a><br \/>\n\u2060<a title=\"https:\/\/linkedin.com\/in\/ppearce\" href=\"https:\/\/www.linkedin.com\/in\/petercohan\/\" target=\"_blank\" rel=\"noopener\">Connect on LinkedIn<\/a><\/p>\n<\/td>\n<td style=\"border-color: rgba(0,0,0,0); border-width: 0px;\">\n<p data-is-tablecell-container=\"true\"><strong>Graham Kelly<\/strong><br \/>\n<a href=\"mailto:Graham@InspireUsSolutions.com\">Graham@InspireUsSolutions.com<\/a><br \/>\n<a href=\"http:\/\/www.inspireussolutions.com\/\" target=\"_blank\" rel=\"noopener\">InspireUsSolutions.com<\/a><br \/>\n\u2060<a title=\"https:\/\/www.linkedin.com\/in\/brianlewisphd\/\" href=\"https:\/\/www.linkedin.com\/in\/grahamkelly1\/\" target=\"_blank\" rel=\"noopener\">Connect on LinkedIn<\/a><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to<\/p>\n","protected":false},"author":3,"featured_media":35367,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[25],"class_list":["post-35366","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-webinars"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35366","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=35366"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35366\/revisions"}],"predecessor-version":[{"id":35370,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35366\/revisions\/35370"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/35367"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=35366"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=35366"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=35366"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}