504Course · Practitioner
Discovery
The disciplined interview.
The discovery call is the professional's interview: curiosity as method, silence as tool, and a written note that survives handoff. Frameworks (BANT, MEDDIC) are covered honestly — their uses and their misuses both.
- 01
Run a discovery call that qualifies without interrogating.
- 02
Diagnose the pain, budget, and decision path.
- 03
Document what you learned so the deal survives handoff.
Pacing
1–2 weeks · ~4 hours plus the Lab.
- IModule
The conversation
Curiosity as method.
- IIModule
The write-up
The move most sellers skip.
- IIIModule
Applied
A Note from the Faculty
The best discovery calls sound like conversations. That is the discipline, not the accident.