Facilitating Status-Quo-Busting Discovery

PROGRAM DESCRIPTION

Join Sales Assembly and Jen Allen-Knuth, Founder of DemandJen, for Facilitating Status-Quo-Busting Discovery, part of the Complex Selling certification.

This program focuses on leading discovery that challenges current assumptions and reveals unseen risks. Participants learn to develop a point of view that provokes thought, structure a two-way conversation that builds trust, and uncover insights that reframe the problem. Emphasis is on influence through curiosity, not presentation.

WHAT YOU’LL WALK AWAY WITH

• Discovery before discovery: five AI prompts to prep a VP+ call the way an executive thinks.
• Speak at their elevation: tie the call to what the company committed to this year.
• Name the real status quo: it’s usually a spreadsheet, a reorg or someone on payroll, not a competitor.
• Invite the correction: share what you learned, then ask “What did I get wrong?”
• Close with two questions: is this worth exploring, and is it worth exploring right now?
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

209 attended ◦ 4.77/5 average rating

“This was the single best distillation of the discovery process I have yet heard – it is far better than the onboarding instruction I was given when joining my organization.” Territory Sales Representative

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.