Brand new from Salman Sales Academy:
Formula 5 Discovery
A proven 5-step Formula Account Executives & SDRs can instantly follow to overflow their pipeline with deals that are ready to close.
Backed by 1,000+ discovery calls and 10’s of millions of new revenue.
Press PLAY below! ⤵️
Yours today for only:
$247
Click the button below to add Formula 5 Discovery to your cart and level up your discovery with Salman.
Trusted Advice from 17 Years in Sales.
Salman's programs are backed by 67 quota-carrying quarters in technology sales.
Proven frameworks, tactics, and strategies that have generated 10's of millions of dollars in revenue.
Master the 5 steps to successful discovery:
Formula 5 Discovery is a proven 5-step blueprint to running successful discovery.
Explore each step and the full curriculum below:
Step 1:
Challenge
You've mastered the first 5 minutes; but what comes after that? Successfully pinning down the challenge your buyer has is what Step 1 is all about.
Step 2:
Impact
Every role has challenges, but how big are they? In Step 2, you'll identify the impact that challenges have on the person, team, and company.
Step 3:
Use Case
Are you able to help solve this problem? We want to say yes, but that isn't always the case. In Step 3 you'll uncover the use case by truly putting yourself in the prospect's shoes.
Step 4:
Metric
Why should your prospect care about this problem? What is the cost of not solving it? Here we'll examine the right way to quantify the pain and impact.
Step 5:
Paint the Picture
In Step 5 we'll put it together by sharing relevant customer stories, and how to close the conversation and progress to the demo.
Full Curriculum
See exactly what's makes up Formula 5 Discovery:
Overview:
- Intro to course
- 5-step Discovery Framework
- General rules of Discovery
- How to prep for a Discovery
- True or False of Discovery
Discovery: how to kick it off - Intro
- Impress them right off the bat
- How to lead a compelling introduction
- Role Play: Your Introduction
- How to lead an executive level discovery: 1-slide approach
- Set expectations and agenda [outbound sourced]
- Set expectations and agenda [inbound sourced]
- Role Play: agenda and expectations
- How to Deal with Tough Prospects
- Role Play: “Get to the Point”, “Can we See a Demo?”
Step 1: Challenge
- Uncover the problem
- Tough customer? How to deal with them
- Ensure questions have context
- Questions to ask in Challenge step
- Fusing Personalization & Relevance in your Questions - Challenge
- Multi-threading questions to uncover stakeholders
- "Pressure test" questions: is it worth your time?
- Disqualification framework
Step 2: Impact
- 3 levels of Impact
- Impact to the individual - questions
- Impact to the team - questions
- Impact to the organization - questions
- Fusing Personalization & Relevance in your Questions - Impact
Step 3: Use case walkthrough
- What is a use case?
- How to uncover the use case
- Use case examples
- Unpack and understand Gaps in the use case
- Prospect Questions: Understand the Purpose Behind the Ask
Step 4: KPI / metric [quantification]
- What does quantifying the cost of inaction mean?
- Examples of KPIs and metrics by role
- How to uncover the cost of inaction - questioning framework
- Additional questions on quantifying the pain and impact
- Real examples of quantifying the pain
Step 5: Paint a Picture & Next Steps
- Customer story framework: paint a clear picture
- Role play: Customer Story example
- Key questions to ask to uncover decision makers, key stakeholders, evaluation and decision process
- How to plan for the demo - questions to ask
- Locking in the next step
- "How much does this cost?" How to handle
Post Discovery
- Discovery recap email
Closing Remarks
Get Started Today:
Click or tap the button below to add Formula 5 Discovery to your cart.
You're 2 minutes away from unlocking the BEST discovery strategies, tactics, and examples from 17+ years of experience.
Add to Cart >>Take a look inside
Formula 5 Discovery is packed with 4+ hours of content. No fluff, filler, or BS.
Just straight actionable advice you can use in your very next discovery call.
Click "PLAY" on the video to watch a short example module and experience for yourself.
Unlock Lifetime Access to Formula 5 Discovery Today!
Test drive Formula 5 Discovery risk free for 30 days.
Jump behind the wheel of Formula 5 Discovery risk free for 30 days.
If for any reason you feel this program didn't deliver on what it promised, email us within 30 days of your purchase and receive a full refund, no questions asked.
You're not being asked to make your 'final' decision today.
You're being offered a chance to let Formula 5 Discovery transform how you sell within 30 days.
What do you have to lose?
What if I don't like it? Or it doesn't work well for me?
How long is the course? What if I don't have the time?
What if I'm not in tech/SaaS sales?
How is this different from other Discovery trainings?
How do I get started?
What do you mean by "Instant Access?"
Begin transforming your discovery today:
Click or tap the button below to get started.
Add to Cart >>