Discovery 201

Port - Discovery 201

Welcome to Discovery 201. This immersive, scenario-driven workshop encourages reps to investigate conversations, chase clues, and uncover the insights that turn calls into opportunities.

Discovery 201 replaces passive learning with hands-on investigative practice. Reps move through dynamic discovery scenarios, each requiring them to analyze customer statements, spot hidden issues, and use follow-up questions to uncover deeper needs. Gamified exercises create urgency and focus, helping reps develop instincts for when to dig, when to pivot, and how to guide customers toward meaningful outcomes. The result is a more confident, proactive seller who can uncover value quickly, avoid dead-end conversations, and create stronger alignment with buyers.

Why This Training Was Needed

Reps were getting through discovery calls, but not getting to the truth. Conversations often stayed at the surface level and centered on symptoms, not the underlying problems that determine deal quality. Managers consistently reported gaps in follow-up questioning, active listening, and the ability to pivot when a conversation went off-script. Teams needed a structured way to strengthen their investigative instincts and uncover the deeper motivations, constraints, and decision drivers that inform real opportunity. Discovery 201 was created to close that gap by teaching reps how to listen like detectives, pursue meaningful clues, and guide conversations with clarity and confidence.

More Details

My Role

I led the full strategy, design, and development of Discovery 201, from uncovering the capability gaps to architecting the workshop experience and creating every exercise, scenario, and learning asset. I partnered closely with sales leaders to understand where reps were getting stuck and translated those insights into a structured, investigative learning experience. My role included developing the storyline, writing clue-based scenarios, building the questioning frameworks, and ensuring every activity reinforced the behaviors needed for stronger, more strategic discovery.

The Solution

Discovery 201 was built as an immersive, detective-style workshop where reps learn to uncover real customer needs by treating every conversation like an investigation. Rather than relying on scripts or surface-level questions, reps analyze clues, practice follow-ups under pressure, and learn how to guide conversations with intention and strategic curiosity. Each scenario is designed to strengthen listening acuity, question depth, narrative control, and the ability to uncover the business drivers behind buyer pain. By shifting discovery from a checklist to an active skill, the workshop turns surface level question-askers into insight-driven sellers capable of uncovering real opportunity.

The Outcome

Discovery 201 quickly became one of the most successful and well-received training programs in the sales organization. Reps achieved an average 90% post-training assessment score, demonstrating strong retention and immediate application of the concepts. Managers reported noticeable improvements in call quality and the depth of discovery conversations, highlighting stronger follow-up questioning and better identification of true buyer pain points. Account Executives and Account Managers consistently shared that it was the best training they had attended, praising the real-world scenarios, fun practice format, and the clear framework for digging deeper with customers. Sales leadership echoed this feedback, calling it one of the strongest, highest-impact trainings delivered at the company.

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