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 the School of Story Design (schoolofstorydesign.com) for instructional designers who struggle to humanize training. His methodology—Instructional Story Design—equips IDs with a systematic and creative way for discovering, designing and delivering story-based training.

​​​​​​​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.