Discovery often gets hijacked by products and services. It doesn't have to be this way. In this session, learn how do you work discovery questions naturally into sales conversations and record the client story so it's easily transferable to other teams in the organization. No matter how robust your CMS is, sales are made by people who know their clients well. 

Join this session for a solid discovery and documentation process that will help put your sales team at ease.  

Rance Greene formed needastory.com for those who struggle with storytelling at work. His methodology—Story Design—gives leaders, sales teams, marketers and presenters a systematic and creative way for discovering who their audience is and how to persuade them to take action on new ideas. He helps professionals discover that they are uniquely equipped to tell the best story for their audiences.

Rance is the author of Instructional Story Design, a practical guide for developing stories that train. He coaches, teaches, speaks and writes often on the benefits of stories to connect people to one another.