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How to Systematically Generate Urgency and Closed-Won Revenue with The Enterprise Discovery System™
How to Systematically Generate Urgency and Closed-Won Revenue with The Enterprise Discovery System™
Accelerate urgency, willingness to spend, and executive priority with one systematic discovery process. Shape your buyer’s “mental model” with a repeatable approach that identifies, creates, channels, and amplifies demand.
Accelerate urgency, willingness to spend, and executive priority with one systematic discovery process. Shape your buyer’s “mental model” with a repeatable approach that identifies, creates, channels, and amplifies demand.
Slipped deals. No urgency. Stuck below the power line. Losing to competitors.
Most of these issues can be traced to one thing.
You’ve been trained to do “random acts of discovery.”
Everyone has drilled the importance of “discovery” as a key to sales success into your head.
But what you’re not doing is installing a mental model in your customer’s mind.
Discovery that systematically influences their world view on the problem you solve.
Discovery that doesn’t just “find pain points.” But discovery that:
- Identifies demand
- Creates demand
- Crystallizes demand
- Channels demand
- Amplifies demand
If you’re missing even one of those? You’re leaking revenue.
You need more than the “pain funnel” you learned at SKO.
In this free workshop, I’ll show you the 5-step enterprise-grade discovery system top AEs use to create business urgency and willingness to spend.
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When you go from “random acts of discovery” to systematic urgency development, you get:
- Higher close rates. You don’t just stop chasing bad deals. You know how to prevent losing good deals. Because that’s the real kicker in the sales profession. When you’ve got a good deal on your hands, if you don’t “own” the buyer’s mental model, you lose.
- Direct access to power. Merely “good” discovery keeps you stuck with mid level buyers who can’t get things done. Pain funnel here, SPIN question there, and you’re basically stuck. But when truly great salespeople “conduct discovery?” It’s so influential that you’re sometimes pulled up to power without having to push for it.
- Accelerated sales cycles. Deals close fast because of urgency, priority, and compelling events. We all know that. What you probably don’t know? There’s a systematic questioning sequence that takes “medium” pain points into “code red” business problems.
- Buying preferences “rigged” in your favor. This is what every discovery method you’ve ever learned gets wrong. It’s not just about building pain. It’s about channeling pain so that you’re solution becomes the obvious choice. Otherwise, you’re just building pain that someone else might capitalize on.
- Larger deal sizes. Here’s the most important mathematical truth in your sales career: Bigger perceived problems, bigger budgets. Bigger budgets, bigger deal sizes. Bigger deal sizes, bigger commission checks. The expansion of the perceived magnitude of a problem is something you can alter and develop with the right discovery system.
Are you ready for that?
Here’s Exactly What You’ll Get:
- Strategic Questions That Uncover Executive-Grade Priorities. Most sellers are asking weak, tactical “pain funnel” questions. And most sellers are struggling. You, on the other hand, will ask questions that put you on the map with senior executives.
- How to Quantify Business Problems for CFO Sign Off. Here’s a secret… ROI doesn’t create demand. ROI justifies demand. But most seller’s attempts to quantify come across as junior. You’re going to learn executive-grade problem quantification.
- How to Install a Sticky “Mental Model” In Your Buyer’s Mind. This is what every discovery “methodology” on the market gets wrong. It helps you find pain. But if that pain isn’t directed toward your solution? Congrats. You just created an opportunity for your competitor.
- How to Accelerate Urgency Like a Pro – Not Like a Cheesy Salesperson. For the love of all things Holy… please stop asking “so how is that impacting you personally??” There’s no faster way to lose executive trust. On this webinar, you’re going to learn how to create repeatable urgency, without eroding trust.
- How to Keep the Economic Buyer “Warm and Engaged.” Look. EBs are hard to win mindshare with. They’re barraged and attacked by a dizzying array of problems every day. The problem your product solves is just another one of those problems that gets forgotten about. Unless you keep mindshare hot without being a pest.
- How to Activate the Economic Buyer to Close the Deal. The ultimate scenario is to turn your Economic Buyer into an active champion. Imagine bypassing procurement, bureaucracy, and slipped deals because your EB exercises their political capital to close your deal. Unreal.
I’m giving it my all during this workshop. Yes, it’s true, at the end, I’ll have an offer for you. But my primary goal is to give you a system that can raise the economic quality of your life. That, my friend, is my entire career’s mission, summed up. So that leads me to…
Why Should You Listen to Me?
To be fair, you shouldn’t. At least not when it comes to everything.
There’s a reason I don’t teach cold calling: I’m not very good at it.
There’s a reason I don’t teach transactional selling: I’m not very good at it.
But you want to know what I’m pretty damn good at?
Selling to – and building credibility with – very senior executive buyers.
The kind of people who can sign deals that spin off a $100,000+ commission check in one go.
And as much I hate sharing this, I know you want to make sure I’m credible.
So, here’s proof. My $1.64 million W2:
But enough about me.
Back to you.
I’m inviting you to join me live to learn:
How to Create Enterprise Urgency and Secure Large Deals, Faster with The Enterprise Discovery System™
I’m teaching this live on Thursday, June 11 at 9am (Pacific).
The workshop will run 60-75 minutes. And at the end, I’ll have an offer for those interested along with some Q&A.
Dedicated to Defining the Standard of Revenue Performance,
-Chris Orlob
CEO, pclub.io
P.S. This is not going to be a bunch of tips and tactics. This is going to be a system. Think of it more like an operating model than a few cheap tricks.
