Deal Winning Discovery Masterclass
by Mark Kosoglow
$497 $397
⭐️⭐️⭐️⭐️⭐️ (18 reviews)
"How To Run Discovery Sessions Like A $200,000,000 Company Using Tactics That 'WOW' Top Executives"
✓ [CURRICULUM] 90-minutes of video lessons with examples, walkthroughs, and Q&A potential for students
✓ [CURRICULUM] 5-module curriculum at your own pace (with lifetime access to these recordings)
★ [BONUS] FREE Digital Sales Collective Discovery Cheatsheet ($199 Value, only available as part of DSC)
★ [BONUS] FREE micro-course on how to take your notes from Discovery to create a KILLER demo that CONVERTS to next steps
🔒 [GUARANTEE] 100%, no-questions-asked refund & rollover policy if you find the course isn't for you (within 30 days of purchase)
> > > CLICK HERE UNLOCK LIFETIME ACCESS
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Brian Gerrard
⭐️⭐️⭐️⭐️⭐️
Mark is one of the few masters of sales that I’ve had the pleasure learning from the past 7 years! I came into Outreach decent, but after spending time with Mark and understanding how he thinks about each stage of the sales cycle, no stone is left unturned! I highly recommend!
Megan Murphy
⭐️⭐️⭐️⭐️⭐️
Imagine if heroin were extremely healthy and the best thing you could do for yourself - now think of the things you do that give you that - thats how I feel about my meetings with Mark!
Jay Canete
⭐️⭐️⭐️⭐️⭐️
This is gold! I was fortunate enough to work for Mark Kosoglow and learned a lot extremely useful strategies and techniques to uplift my sales game. You don't to take a company (Outreach) from $0 to Unicorn unless you're an incredible rep, sales leader, and operator. Mark - Thanks for sharing your knowledge with the world!
1/
The 5 phases of a deal-winning discovery call
- Eliminate the vanilla cookie-cutter script and provide 10x more value than your competition
- Learn how to think like a Scientist and get rid of that awful commission breath
2/
How to differentiate yourself from the get-go
- How to set an agenda that will make your prospects thirsty for more
- Why it's crucial to build credibility from the start of your relationships with prospects
3/
The 4-step Discovery Framework
- Master how to create a Hypothesis on why they need you (and not your competitor!)
- How to discover insights that MONEY & EXECUTIVES follow
4/
Dig the PAIN hole so deep that you find yourself in China
- How to use the pain hole to discover 2nd and 3rd-level insights
- How to use the pain hole to get information that your competitors won’t get
HERE'S THE FULL CURRICULUM:
Part 1: Don’t become a victim of the Discovery Crisis:
- What B2C tactics are traps for B2B sales
- Why the days of standard B2B buying are gone
- How to stop the Churn & Contraction Virus
- How to prevent misaligning the value of your products
Part 2: The 5 phases of a deal-winning discovery call:
- How to create rapport that makes people love you (based on science!)
- Using the Agenda slide to your MAXIMUM advantage (without sounding COOKIE-CUTTER!)
- How to think like a scientist as a salesperson
- Providing 10x more value than your competitors in your discovery
- How to do wrap up & schedule the next steps like like an executive
Part 3:How to use Rapport to come across as a human (and not a robot):
- Using pattern interrupts to appeal to the croc brain
- Asking questions that make you seem more relatable
- How to ask questions in order to understand (vs. respond)
Part 4: How to differentiate yourself within the first 5 minutes of a call:
- How to structure your agenda slide to be appealing
- The EXACT slide to use when going through your agenda
- How to create a guided next step within the first 5 minutes of the call
- How to be transparent with buyers in order to get what you want
- Why it’s better to do no-slide vs. a crappy slide
- A SCRIPT you can use in order to get EXACTLY what you want
- The 3 common responses you’ll receive when setting your agenda
Part 5: How to reframe the way you do your discovery (and it ain’t just askin’ questions!)
- How to go where the conversation takes you (vs. using tactics you already know)
- Going into the unknown with your Discovery (and feeling OK about it!)
- Why you can’t win deals with answers but you can win with insights
- How to have a balanced approach to giving and taking
- The GOLD COIN method to find more treasure (and find more pain!)
Part 5: The 4-step Discovery Framework
- Creating a Hypothesis on why they need you (and not your competitor!)
- How to dig the pain to to collaboratively identify the right challenges
- Why you need to diagnose and confirm instead of doing brain surgery on a simple headache
- How to give a brief vision of the future to help them understand the suffering can stop
Part 6: Creating a hypothesis slide to make it sound like you know your SH*T!
- How to sound like a subject matter expert and build credibility with prospects
- When to use a Visual Context Question when you can’t get a hypothesis formed
- An EXACT SCRIPT you can use to form a hypothesis
- The 3 reasons WHY people TRULY don’t buy
- Why you should always tie your hypothesis to quantifiable metrics
- How to communicate your hypothesis without sounding like an A$$hole
- How to SHUT UP after you deliver your hypothesis to the prospect
- How to research non-public companies to form the hypothesis you need
Part 7: How to use clarifying questions to DIG THE PAIN HOLE
- How to use the pain hole to discovery 2nd and 3rd level insights
- Use the pain hole to get information that your competitors won’t get
- How to use the pain hole technique whether you sell $10 million deals or $1.26 pencils
- Reusable, flexible questions that dig the pain hole
- How to use dig the pain hole questions to QUANTIFY the pain
Part 8: Why you need to Diagnosis & Confirm to become a certified sales doctor
- The EXACT SCRIPT you can use to diagnose & confirm the pain they are experiencing
- How to use the diagnosis to get a “YES” or “NO”
Part 9: Painting a vision of the future (vs. pitch slapping your prospects!)
- Why you need to get of the pitch & showing up & throwing up
- How to setup a carrot for later during the demo call
- The magic formula to paint a vision of the future 2 or 3 times during the call
- How to use the GREEN TURKEY method to get more insights for your deal
- The 6 simple ingredients that help you create a brief vision of the future for prospects
Part 10: How to end your discovery call with the prospects wanting MORE!
- Why your pitch stinks and what NOT to do
- The 7 ingredients of an awesome pitch that the professionals use
- How to script out your pitch so you WOW! your prospects every time
Part 11: Setting effective next steps to guide the buyer to what they need next:
- The 5 elements of effective next steps
- How to present next steps in a way that creates FOMO!
- The multiple options you have BESIDES a demo after the discovery
- What NOT to do during the last 5 minutes of your discovery call
👋 HELLO, I'M MARK KOSOGLOW
I'm a sales leader, former VP of Sales at Outreach.io, CRO at Catalyst, and creator of this video course, Discovery Masterclass.
The course is based on my experience leading & helping sales teams at large SaaS and tech companies, including:
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🎁 BONUS #1
The 7 Ingredients of An Awesome Pitch micro-Course (FREE)
- Leverage the insights you gathered in your Discovery to give a Demo that CONVERTS!
- The winning formula you can use to STRUCTURE YOUR DEMO
🎁 BONUS #2
The SaaS Discovery Cheatsheet (FREE)
- Unlock our ULTIMATE Discovery Cheatsheet based on MEDDPICC principles
- 50+ questions to ask yourself during discovery and questions to ask prospects during discovery
Unlock Lifetime Access
> > > CLICK HERE UNLOCK LIFETIME ACCESSIf you don’t love the course, simply return it within 30 days of purchase for a full refund.