Turn Discovery into a measurable, managed and continuously improving sales discipline

You measure the leads. You measure the pipeline. You measure the wins. Why don’t you measure the conversation that determines their quality?

Discovery sits at the heart of successful complex selling. It is where salespeople develop the customer understanding that shapes the opportunity, solution and ultimately the customer’s decision to buy.

Yet while businesses rigorously manage marketing, lead generation, pipeline and conversion, Discovery itself is often largely invisible to sales management, dependent on the salesperson’s preparation, capability and performance on the day.

Until now, measuring it consistently has been difficult.

AI changes that

AI makes it practical to support every salesperson before Discovery and analyse every Discovery conversation afterwards.

The CCUK Discovery Excellence Programme helps participating organisations install a Discovery Excellence System that makes Discovery a repeatable and measurable part of their existing sales process:

Prepare → Discover → Record → Analyse → Score → Coach → Improve

Salespeople develop the skills to conduct broader, deeper customer conversations, while sales leaders gain visibility of Discovery quality and the ability to coach improvement based on real customer interactions.

Discovery becomes a customer asset

The value doesn’t stop when the Discovery meeting finishes.

Recorded Discovery can create a Living Discovery Document containing a developing understanding of the customer’s business, workflows, stakeholders, objectives, challenges and priorities.

Rather than repeatedly asking the customer the same questions, that knowledge can support product specialists, solution design, vendor teams, delivery, customer success and account management, and continue to develop throughout the customer relationship.

AI can subsequently interrogate that accumulated understanding to help identify cross-sell, upsell and future opportunities.

Eight weeks to establish the discipline

The remote programme combines eight salesperson development sessions with implementation support for the organisation’s nominated Discovery Process Owner.

The objective isn’t simply better-trained salespeople.

The Programme develops the people.
The Discovery Excellence System changes the process.

Wherever practical, Discovery measurement and reporting are incorporated into the organisation’s existing CRM, sales-management and reporting environment, rather than creating another standalone system.

CCUK Discovery Intelligence

Participating organisations can also contribute anonymised Discovery information to help create a wider picture of Discovery performance, customer priorities and the subjects emerging from high-quality customer conversations across the industry.

No identifiable customer, salesperson or participating-company information is exposed through the industry dataset.

Join the CCUK Discovery Excellence Pilot

The initial pilot is limited to 32 salespeople across four cohorts of eight and is open to both CCUK members and non-members.

Organisations can participate directly, while vendors and technology providers can also support salespeople within their partner communities.