MASTERCLASS
Up-Level Your Sales Execution:
Discovery at Every Step of the Funnel
Thursday, Sept. 15th at 1pm ET / 10am PT
Meet the experts
![](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/6308eb98feecd64a43624e91_bryan%20caplin%20headshot.jpeg)
Bryan Caplin
CRO
20+ years leading, scaling & developing high-performing revenue orgs
![](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/6308eb31ec7a3664f94fe51b_mike%20palmer%20headshot.jpeg)
Mike Palmer
Sales Lead
Harmonic's Sales Lead and an ex-MainStreet + Oracle AE
![Ben Pearson](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/61e9ae26a8cbf914d9c95b6f_Ben%20Pearson.jpg)
Ben Pearson
Head of Sales & GTM
![Navattic logo - blue](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/61e9e4955c51c0ee2560c78d_Navattic.png)
Helped build and scale sales teams at Square & Front
![Ross Rich, CEO and Founder of Accord](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/60b9f11140617f3e954aa866_Ross%201.jpg)
![Ross Rich, CEO and Founder of Accord](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/60b9f11140617f3e954aa866_Ross%201.jpg)
Ross Rich
CEO & Founder
![Accord logo](https://cdn.prod.website-files.com/5ffcd9a0ca2a6b5dfea56441/61d5c817bbeedf2f2d374090_accord.png)
Accord's CEO & Founder and ex-Stripe sales leader (scaling from 0 to 300+ reps)
Discovery is the key to driving urgency and energy in deals.
But few do it really well – or even think about discovery beyond the first step in their sales process.
We'll cover:
- How to uncover key pain points in every conversation
- Focusing on your buyer's “why” live, and automating the rest
- Balancing buyer needs & timelines with driving the deal forward