Master Advanced Customer Discovery and Qualification

Discovery in B2B selling is not just asking questions - it is the disciplined work of uncovering what a customer actually needs and shaping a path to measurable outcomes. The name "discovery" can be misleading because customers are often unsure of their own objectives. High performers begin with an informed assumption about those objectives and then work with the customer to refine and validate that assumption.

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A hands-on course that teaches advanced discovery techniques and repeatable qualification frameworks to surface real buyer needs and prioritize high-intent opportunities. Learners practice hypothesis-driven discovery, ICP and scoring methods, and stakeholder alignment to improve decision making across sales, marketing, and product.

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