Discovery That Shapes How Buyers Think

Discovery Workshop

Most Sales Engineers ask questions. Few know how to lead discovery that uncovers real business drivers, surfaces risk, and earns the right to influence decisions.

The Discovery Workshop helps Sales Engineers move beyond surface-level questioning and into business-first discovery conversations that change how buyers see their challenges - and what they should do next.

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Why This Program Exists

Discovery is one of the most misunderstood - and underdeveloped - skills in presales.

Teams often struggle with:

Discovery that feels transactional or scripted
Questions that collect facts but don’t create insight
Jumping into demos before understanding business context
Buyers who “answer politely” but don’t engage deeply
SEs who rely on AEs to carry discovery, or work in parallel instead of together

The result is demos that miss the mark, stalled deals, and late-stage surprises.

This workshop is designed to change that.

How this program helps.

The Discovery Workshop teaches Sales Engineers how to lead discovery as a strategic conversation, not a checklist.

Shift discovery from information-gathering to insight creation

Ask questions that uncover business impact, urgency, and risk

Recognize when discovery is too shallow and how to go deeper

Navigate discovery in collaboration with Account Executives

Integrate discovery into demos and technical presentations

What participants learn in this program

1. Business-First Discovery

Participants learn how to focus discovery on outcomes, impact, and priorities — not just requirements and features.

2. Questions that Create Insight

SEs develop the ability to ask questions that make buyers pause, reflect, and reconsider, not just respond.

3. Discovery on the Fly (aka "Discovery in Disguise")

SEs learn how to uncover insight during demos and technical discussions, even when formal discovery time is limited.

4.Collaborative Discovery with AEs

Participants learn how to align with Account Executives before, during, and after discovery, clarifying roles and strengthening partnership.

5. Knowing When 'Enough is Enough'

SEs learn how to recognize when discovery is sufficient to proceed, and when pushing forward would be premature.

Who is this program for?

Sales Engineers at any experience level

Teams where demos start too early

Organizations selling complex or technical solutions

Leaders looking to improve win rates and deal quality

How is this program delivered:

The Discovery Workshop is a focused, instructor-led session designed for immediate application.

It is commonly delivered:

In-Person, Onsite

We believe this program is best delivered as a full-day program in-person for groups up to 50.

Virtual

This program can be delivered as a virtual workshop in 2-3 hour sessions for up to 25 people.

Enablement Program

This course can be delivered as part of a broader enablement or reinforcement program.

How this Program Fits in with the Six Habits Program

The Discovery Workshop can stand alone or complement other programs.

It pairs naturally with the Six Habits Workshop as a deeper dive into discovery
It reinforces soft skills related to listening, questioning, and confidence
It often becomes a prerequisite for improving demo effectiveness

Many teams use this workshop to fix the front end of the deal before investing in demo or storytelling initiatives.

The Result?

Clearer discovery, stronger buyer engagement, better demos, and fewer surprises later in the sales cycle.

Ready to Explore the Discovery Workshop for Your Team?

Let’s talk through your goals, your team, and where you’re seeing Discovery break down.

If the Discovery workshop is a fit, we’ll outline next steps. If not, we’ll point you in the right direction.