Brian LaManna - Modern Discovery

Brian LaManna - Modern Discovery - Printable Version

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Brian LaManna - Modern Discovery - smack - 06-16-2026

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Brian LaManna - Modern Discovery | 5.94 MB

Here's What You Get:
The completely reimagined and expanded system for mastering discovery throughout your entire deal cycle.

This isn't just a refresh - it's a complete transformation of the original playbook that has helped over 2,000 sellers close more deals:
70% more content (expanded from 49 to 75+ pages)
Nearly 2x more video tutorials (from 8 to 15+)
3x more question examples (75+ specific discovery questions)
4x more templates (12+ ready-to-use frameworks)
Instant access - no waiting for course releases or live sessions
Self-paced - apply what you need, when you need it
Ready-to-use - copy and paste scripts for your very next call

What's New in the 2026 Edition?
Completely New Frameworks

POV-Led Discovery Process - Establish credibility in the first 5 minutes
Psychology in Sales Discovery - The 5-part framework for deeper connections
Sales Methodology Integration - How to incorporate the most popular methodologies into your discovery approach
CFO Checklist - The 9 key considerations that drive purchase decisions

New Tactical Approaches

Multithreading Early - Templates for connecting with individual contributors
The Bookend Approach - Nail group demos and accelerate deal velocity coming out
AI Integration - 15+ specific prompts for various discovery tasks
In-Person Meeting Strategies - Checklist for on-site discovery success

New Discovery Applications

Executive-Level Engagement - 4-step framework for C-suite discovery
Late-Stage Discovery - "Risk + Action" framework for closing deals
AI Integration - 15+ specific prompts for various discovery tasks

The Full Table of Contents
Foundation + Mindset
Cognitive Reframing
Loss Aversion
Active Listening
Disrupting Status Quo
Future State Visualization
Methodologies

Initial Contact
Multithreading EARLY (Video)
Preparation Between Meeting Set + First Call
Efficient Meeting Prep (Video)
Rapport

First Call (Stage 1)
Kicking Off the First Call (Video)
Point of View Question
Trump Question
Pain Funneling - #1 Priority
Using AI to Supplement / Guide Your POV

Second Call (Stage 2)
Great Agenda Example (Video)
"What We've Learned" with Additional Discovery
Using AI to Build "What We Learned" (Video)
Reverse Demos

In-Demo Discovery
My Favorite In-Demo Questions and How to Ask (Video)

Late-Stage
Risk + Action Strategy
"My Biggest Concern" and Seeking Out Risk (Video)
Customer Growth (Upsell / Cross-Sell Discovery)
Implementation Strategy
In-Person Meetings

Mid Sales Cycle with Your POC
Using a Mutual Success Plan in Live Calls (Video)
Pre-Group Call Discovery

Exec-Level Demos
Step-by-Step Executive Engagement Framework
Why Discovery Matters to Their CFO

Homepage:

Code:
https://closedwon.xyz/discovery/

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