Discovery & Value
Run effective discovery calls and communicate compelling value
Implementation: apps/command-center/src/features/training/content/courses/discovery-value/
Course Details:
- Audience: Partner
- Category: Sales
- Duration: 105 minutes
- Certification: None
Overview
Discovery & Value teaches you to run effective discovery calls and communicate compelling value. Master questioning techniques, active listening, and learn to translate features into benefits that resonate with prospects.
Lessons
1. The Purpose of Discovery (8 min)
Why discovery matters and what great discovery accomplishes.
2. Questioning Techniques (12 min)
Open, closed, and probing questions to uncover real needs.
3. Active Listening (10 min)
Listen to understand, not just to respond.
4. Uncovering Pain (10 min)
Dig deeper to find the real problems worth solving.
5. Qualifying Fit (10 min)
Determine if your solution is right for this prospect.
6. Discovery Call Structure (10 min)
A repeatable framework for running effective discovery calls.
7. Features vs Benefits (8 min)
Transform product features into customer outcomes.
8. The 4 Pattern Framework (12 min)
Four universal patterns for communicating AI automation value.
9. Speaking ROI (10 min)
Quantify value in terms that matter to decision-makers.
10. Storytelling in Sales (8 min)
Use stories to make value tangible and memorable.
11. Tailoring Your Message (7 min)
Adapt your value proposition to different audiences.
Assessment
None configured.
Certification
Not yet configured.
Related Documentation
- Course Catalog - All available courses
- LMS Features - How assessments and certifications work
Last Updated: 2026-01-12