How to Run Multi-Stakeholder Discovery That Moves Deals Forward

Running the same discovery call regardless of who's in the room is one of the most common reasons deals stall. When the CFO wants ROI and the end user wants ease of use, a one-size-fits-all approach leaves someone feeling unheard and momentum quietly dies.

Richard Smith and Mor Assouline will go over the real breakdowns in multi-stakeholder discovery: misaligned questioning, feature dumping, and rushing to demo before you actually know who has authority versus influence.

You'll learn how to map the room before you ever get on the call, including how to use your champion to understand each stakeholder's priorities and what "winning" looks like for them individually.

Then you'll see how to run a discovery that rotates naturally between stakeholders, connects individual pain points to a shared business outcome, and sets up a value narrative that lands for everyone.

What You'll Learn:

• How to identify influence, authority, and budget ownership
• A pre-call stakeholder mapping approach that tells you exactly what each person in the room cares about
• How to connect individual pain points to a shared outcome