How to Uncover Real Decision-Makers During Discovery

Great discovery doesn’t just uncover pain, it uncovers power.

Brian LaManna shared how to stop running “comfortable” calls that go nowhere and start connecting with the people who can actually say yes.

He broke down how to identify true decision-makers, ask smarter questions to reveal power dynamics, and earn credibility with senior authority without coming off as pushy.

Watch and learn how to spot influence cues during discovery, respectfully ask for access when you’re stuck below power, and position yourself as a trusted advisor instead of just another seller pitching a demo.

What You'll Learn:

• The cues that reveal who truly holds decision-making power
• Smart, natural questions to uncover influence in discovery
• Credibility plays that earn you access to senior authority