Most discovery calls stall because buyers stay safe, vague, and noncommittal.
James Buckley is joined by Yael Morris and Celeste Berke Knisely to break down why deals are really lost in discovery and which questions actually move buyers toward a decision. This show focuses on getting past surface level answers and uncovering what makes change necessary now.
You will learn how to ask uncomfortable but credible questions, quantify the cost of inaction, and uncover how decisions are truly made inside an account. Yael and Celeste will share repeatable question paths that turn vague responses into decision grade insight and build a clear case for change.
By the end of the show, you will leave with discovery questions you can use immediately to surface urgency, expose real priorities, and drive a next step with purpose instead of another stalled follow up.
What You'll Learn:
How to break through vague answers and uncover what buyers are protecting
How to build urgency by quantifying the cost of inaction during discovery
How to uncover decision dynamics and end discovery with a clear next step
