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UID:43@icfgeorgia.org
DTSTART;TZID=America/New_York:20260514T120000
DTEND;TZID=America/New_York:20260514T130000
DTSTAMP:20260413T201816Z
URL:https://icfgeorgia.org/events/the-art-of-the-b2b-discovery-conversatio
 n-coaching-skills-sales-strategy/
SUMMARY:The Art of the B2B Discovery Conversation: Coaching Skills\, Sales 
 Strategy
DESCRIPTION:Discovery conversations are where B2B engagements are won or lo
 st. Done well\, discovery is a collaborative diagnostic process where you 
 and the prospect build the solution together—so the proposal becomes sim
 ply a review of what you've already agreed to. Done poorly\, it becomes a 
 free consulting session that goes nowhere. \n\nCoaches have natural stren
 gths for discovery: the ability to listen deeply\, ask incisive questions 
 and create trust quickly. But B2B discovery requires strategic discipline.
  You need to probe for business pain and consequences\, address budget and
  timeline early\, and assess whether this  opportunity is actually viable
 —all while staying relational and collaborative. \n\nThis session teach
 es the art and discipline of B2B discovery conversations. Attendees will l
 earn how to use their coaching skills strategically\, what questions to as
 k to properly qualify an opportunity\, and how to lead the conversation wh
 ile building the solution together with the prospect. \nLearning objectiv
 es \nBy the end of this session\, participants will be able to: \n\n 	Us
 e coaching skills strategically in discovery by asking powerful questions 
 focused on business pain\, stakeholder impact and organizational consequen
 ces rather than individual transformation  \n 	Structure discovery with c
 ommercial discipline by probing three critical areas: current pain and cos
 t\, consequences of inaction\, and budget/timeline/decision-making realiti
 es  \n 	Lead collaborative diagnosis that builds the solution with the p
 rospect while maintaining expertise and avoiding free consulting  \n 	As
 sess opportunity viability by distinguishing between prospects who are eng
 aged in conversation and prospects who are actually qualified to close \n
 \nMeet the Host\n[box]\n\nMary Dombrowski\n\nMary is the founder of Strate
 gic Inflection Advisory\, where she is a strategic advisor on creating bus
 iness development systems\, consultative sales conversations and pricing s
 trategy to boutique consulting\, coaching and advisory firms. With over 20
  years of marketing and business development experience at large organizat
 ions including Time Inc. and Condé Nast\, as well as smaller founder-led 
 firms\, she specializes in helping professional services founders build sy
 stematic approaches to business development\, pricing and  client acquisi
 tion. \n\nMary's work focuses on helping founders move from founder-depen
 dent revenue to scalable business systems. She has presented workshops at 
 business incubators including 1871 in Chicago and currently speaks on pane
 ls with organizations including XPX (Exit Planning Exchange) on topics rel
 ated to revenue growth\, outcome based pricing and business development st
 rategy. [/box]
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CATEGORIES:Special Event
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