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.

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.

You'll Learn:

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

The Speakers:

Will Aitken and Brian LaManna

If you want to catch The Daily Sales Show live, join here

Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game

Explore our YouTube Channel

Thank you to our sponsors: Gong