CHRIS RITSON

Take the assessment

Based on your scorecard, this is the biggest blocker getting in your way to becoming an AE:

Discovery & Qualification Mastery

You’re having good conversations, but they’re not giving you enough leverage later in the deal.

Discovery & Qualification Mastery

You’re having good conversations, but they’re not giving you enough leverage later in the deal.

Discovery & Qualification Mastery

You’re having good conversations, but they’re not giving you enough leverage later in the deal.

Discovery & Qualification Mastery

You’re having good conversations, but they’re not giving you enough leverage later in the deal.

What this means for you:

You’re able to start conversations and easily build rapport with a prospect. But your discovery process isn’t giving you enough leverage to use later in the deal.

Here's the thing:

Most SDRs are trained to ask questions to advance a meeting, not to advance a decision.

You’re able to start conversations and easily build rapport with a prospect. But your discovery process isn’t giving you enough leverage to use later in the deal.

Multiple stakeholders enter the deal leading to misalignment

Competing internal priorities start pulling stakeholders in different directions

A prospect asks for lower pricing, more time, or bigger concessions

What this means for you:

You’re able to start conversations and easily build rapport with a prospect. But your discovery process isn’t giving you enough leverage to use later in the deal.

Here's the thing:

Most SDRs are trained to ask questions to advance a meeting, not to advance a decision.

You’re able to start conversations and easily build rapport with a prospect. But your discovery process isn’t giving you enough leverage to use later in the deal.

Multiple stakeholders enter the deal leading to misalignment

Competing internal priorities start pulling stakeholders in different directions

A prospect asks for lower pricing, more time, or bigger concessions

At the AE level, discovery isn’t about qualifying the prospect (yet).

It’s about qualifying the problem you can solve, shaping how the buyer frames that problem internally before solutions are ever compared.

And controlling the narrative of:

Why change matters for the organization and their teams

Who actually cares (and who’s calling the shots)

What happens if nothing changes in an ROI-tied language

In other words?

Discovery offers you the shortest path to figuring out if you can help the prospect achieve their goals, before you even start qualifying them.