Win More Complex Software Deals by Discovering What Drives Your Customers’ Buying Decisions
Train your customer-facing teams to uncover the business context, stakeholder priorities, and critical business issues that shape complex software buying decisions through the proven Doing Discovery® methodology.
Doing Discovery® trusted by leading software organisations
When Organisations Invest in Discovery Skills Training
Discovery training becomes a priority when teams are having plenty of customer conversations, but they’re not learning enough from them. They may be qualifying opportunities, asking questions, and scheduling demos, yet they’re not consistently uncovering the insight needed to build buying vision, tailor customer-centric demos, and confidently move complex software deals forward.
Organisations typically invest in Discovery training when they recognise situations like these:
Discovery Stays at the Surface
Teams ask questions but don't consistently explore, actively listen, and uncover the critical business issues driving the opportunity. As a result, Discovery conversations gather information without uncovering the insight needed to move deals forward.
Discovery Focuses on Requirements, Not Business Outcomes
Discovery conversations focus on how customers work instead of what they're trying to achieve, making it difficult to connect the solution to meaningful business value.
Stakeholder Priorities Stay Hidden
Discovery conversations don't uncover the priorities, concerns, and desired outcomes of the individual stakeholders influencing the buying decision, making it harder to tailor customer conversations and demos.
Teams Enter Demos Too Early
Solution Consultants and other customer-facing specialists are brought into demos before enough Discovery has taken place, leaving them without the context they need to deliver a relevant, customer-centric conversation.
Discovery Doesn't Shape the Demo
Teams gather customer information during Discovery, but don't consistently use it to determine what to demonstrate, how to structure the demo, or which capabilities matter most to the customer.
Discovery Doesn't Build a Strong Business Case
Business value isn't fully explored or quantified during Discovery, making it difficult for buyers to build a compelling case for change, secure internal alignment, and gain funding for the initiative.
Discovery Insights Aren't Shared Across the Team
Different customer-facing teams leave Discovery with different understandings of the customer's priorities, making it difficult to deliver one consistent buying experience.
No Repeatable Discovery Methodology
Without one repeatable Discovery methodology, every customer-facing team approaches Discovery differently, making coaching, collaboration, and the consistent application of sales methodologies more difficult.
Inside Our Doing Discovery Skills Training
Every Discovery training is tailored to your organisation’s products, customers, sales process, and commercial objectives. While every engagement is customised, topics typically include:
What Can Your Team Achieve with the Discovery-to-Demo Methodology?
When your team applies Doing Discovery® methodology consistently, every customer conversation becomes more structured, more insightful, and more customer-focused. Here’s what you can expect:
Your team identifies stronger opportunities earlier, helping them invest time where it creates the greatest commercial impact.
Discovery provides the insight needed to prepare demos that reflect each customer's business priorities, challenges, and desired outcomes.
Better Discovery reduces unnecessary demonstrations and repeat meetings by preparing your team with the right customer understanding from the start.
Everyone follows the same Discovery methodology, creating a more consistent customer experience and stronger collaboration across teams.
Your team will help buyers understand business value earlier, build alignment sooner, and move opportunities through the sales process with fewer unnecessary delays.
Your team uncovers the business context, Critical Business Issues, stakeholder priorities, and desired outcomes needed to guide every customer conversation.
Whether you use MEDDPICC, SPICED, Challenger or another sales methodology, your team uncovers the customer insight needed to apply it more consistently throughout the sales process.
Winning Complex Software Deals Starts with Excellent Discovery
Discovery is where winning deals begins. It shapes the conversations your team has, the demos they deliver, the confidence buyers gain, and the decisions customers make throughout the buying journey.
Strong Discovery sets the opportunity up for success. It helps your team uncover what really matters, influence how the customer thinks about the problem, and take a more active role in shaping the buying journey rather than simply responding to customer requirements.
The stronger the Discovery, the easier it becomes to deliver customer-centric demos, build buying vision, create momentum, and move opportunities forward with confidence.
When Discovery is done right, it lays the foundation for winning complex software deals.
Why the Doing Discovery® Methodology Is Different
Best for Complex Software Sales
The methodology was developed for organisations selling B2B enterprise software, where buying decisions involve multiple stakeholders, complex business challenges, and customer-specific conversations rather than simple product demonstrations.
Trust Before Discovery
The methodology establishes credibility and trust before exploring business challenges, creating the conditions for more open, meaningful, and productive customer conversations.
Looks Beyond the Immediate Opportunity
The methodology goes beyond the primary business challenge to uncover related pains, wider business impact, organisational context, and opportunities that are often overlooked in traditional Discovery.
One Connected Discovery Methodology
Every stage of Discovery is connected within one structured methodology, creating a consistent approach that can be applied, coached, and adopted across every customer-facing team.
Built Around the Customer's Business
Discovery begins with understanding the customer's business, workflows, operating environment, business challenges, organisational culture, and desired outcomes before any solution is discussed. It also helps your team understand what could affect the customer's ability to implement, adopt, and realise value from the solution.
Enables the Buyer to Buy
Doing Discovery® helps your team uncover the information and insight buyers need to make a confident decision. Rather than simply qualifying an opportunity, teams learn to guide conversations that help buyers understand the problem, recognise the value of change, and build the confidence to move forward.
Works with the Tools Your Teams Already Use
The methodology can be integrated into your existing sales process and tools, including CRM systems and conversation intelligence platforms such as Gong, making it easier for teams and managers to apply, coach, and reinforce Discovery consistently.
What Our Clients Say
Natasja got me thinking about how I currently approach discovery and where I could make changes that would garner more information, resulting in more strategic planning going into an eventual demo. So far applying the lessons I learned during the workshop have changed the way I conduct discovery calls and are providing positive results.
The workshop is very interactive and provides excellent content! It has helped me to ask better open-ended questions and explore the prospects' pain during the discovery stage. A great opportunity to dive deeper into your past and ongoing sales opportunities together with your team. I would definitely recommend it. Thanks Marco!
Using the 'Situation Slide' from then on the sales and presales team reported feedback of additional information uncovered, including new opportunities. The training provided a strong focus point which had the impact of improving quality of discovery by the team, as they had the 'Situation Slide' in mind.
Our Demos have a better structure. We dont do blind demos anymore without a proper discovery call. Try to understand the big problem. Speak more about Value then our features, functions. Breakthrough moment was the "Keep the end in mind, bring the last thing first" was such an "aha" moment.
A key "aha!" moment was realizing how powerful disciplined discovery and well-designed situation slides are in aligning stakeholders. I also appreciated the clear flow of the sessions and the facilitators' calm, practical, and encouraging style.
My team feels genuinely more empowered and confident in leading discovery with prospects and customers. It's already helping us align more closely with what matters to them and it's setting us up for stronger outcomes as a business.
The workshop forced us to examine the discovery and demo events from a client perspective. Overall the workshop was extremely useful and broke a lot of unpleasant habits. The results feel tangible.
A good learning for me is the discoveries that we are doing in my team. We have become much more aware of doing great discoveries, that will help us set up better demo's.
Demoscene supported improving the sales process by equipping the team with the right tools to do better discovery.