Brian LaManna – Modern Discovery

Here’s What You Get:

The completely reimagined and expanded system for mastering discovery throughout your entire deal cycle.

This isn’t just a refresh – it’s a complete transformation of the original playbook that has helped over 2,000 sellers close more deals:

• 70% more content (expanded from 49 to 75+ pages)
• Nearly 2x more video tutorials (from 8 to 15+)
• 3x more question examples (75+ specific discovery questions)
• 4x more templates (12+ ready-to-use frameworks)
• Instant access – no waiting for course releases or live sessions
• Self-paced – apply what you need, when you need it
• Ready-to-use – copy and paste scripts for your very next call

What’s New in the 2026 Edition?

Completely New Frameworks

• POV-Led Discovery Process – Establish credibility in the first 5 minutes
• Psychology in Sales Discovery – The 5-part framework for deeper connections
• Sales Methodology Integration – How to incorporate the most popular methodologies into your discovery approach
• CFO Checklist – The 9 key considerations that drive purchase decisions

New Tactical Approaches

• Multithreading Early – Templates for connecting with individual contributors
• The Bookend Approach – Nail group demos and accelerate deal velocity coming out
• AI Integration – 15+ specific prompts for various discovery tasks
• In-Person Meeting Strategies – Checklist for on-site discovery success

New Discovery Applications

• Executive-Level Engagement – 4-step framework for C-suite discovery
• Late-Stage Discovery – “Risk + Action” framework for closing deals
• AI Integration – 15+ specific prompts for various discovery tasks

The Full Table of Contents

Foundation + Mindset

• Cognitive Reframing
• Loss Aversion
• Active Listening
• Disrupting Status Quo
• Future State Visualization
• Methodologies

Initial Contact

• Multithreading EARLY (Video)
• Preparation Between Meeting Set + First Call
• Efficient Meeting Prep (Video)
• Rapport

First Call (Stage 1)

• Kicking Off the First Call (Video)
• Point of View Question
• Trump Question
• Pain Funneling – #1 Priority
• Using AI to Supplement / Guide Your POV

Second Call (Stage 2)

• Great Agenda Example (Video)
• “What We’ve Learned” with Additional Discovery
• Using AI to Build “What We Learned” (Video)
• Reverse Demos

In-Demo Discovery

• My Favorite In-Demo Questions and How to Ask (Video)

Late-Stage

• Risk + Action Strategy
• “My Biggest Concern” and Seeking Out Risk (Video)
• Customer Growth (Upsell / Cross-Sell Discovery)
• Implementation Strategy
• In-Person Meetings

Mid Sales Cycle with Your POC

• Using a Mutual Success Plan in Live Calls (Video)
• Pre-Group Call Discovery

Exec-Level Demos

• Step-by-Step Executive Engagement Framework
• Why Discovery Matters to Their CFO