We're excited to announce that we are launching the CCUK Discovery Excellence Programme!
Discovery is one of the most important stages in any commercial conversation, and also one of the most inconsistent. Too often it stays at the product level without reaching the workflow, operational and strategic questions that reveal real customer value.
The cost is felt across the ecosystem - customers miss opportunities to improve how they work, partners get pulled into commodity pricing, and vendors see sophisticated capabilities go under-adopted because conversations never go deep enough.
Our programme is designed to change that, with the desired outcome being the establishment of a Discovery Excellence System within each participating organisation, making Discovery a measurable, manageable and continuously improving part of the sales process.
Over a 10-week journey delivered through remote workshops, participants will work through eight core modules, from outcome-led discovery and workflow analysis to MEDDICC, stakeholder mapping and gap selling. They’ll learn to use AI to research organisations, build questioning frameworks before meetings, and review recorded conversations afterwards to spot missed opportunities and coaching points.
The programme prepares salespeople to work within the Discovery Excellence System, while helping sales leaders establish the processes for preparation, recording, scoring, coaching and continuous improvement.
Everyone leaves with prompts, templates and frameworks to reuse in their own business.
Better discovery means better customer outcomes, stronger partners and greater vendor adoption. Register your interest today here.