Coaching Account Executives on Running Unbiased Discovery Calls
Designed for Sales Enablement Managers coaching mid-career Account Executives who conduct B2B SaaS discovery calls with VP-level prospects to spark real collaboration and high-energy learning.
A 90-minute virtual workshop for sales enablement leaders. Their Account Executives struggle to move beyond scripted questions, often anchoring on familiar pain points and missing deeper, customer-driven insights. Enablement managers need practical tools to coach unbiased discovery, but face skepticism from AEs who believe their 'gut' instincts are accurate.
Blind Spot Bingo
Kick off by challenging participants to play 'Blind Spot Bingo'—a quick game where they guess which common bias statements (e.g., 'This company is just like my last client') are most likely to show up in their team's calls. Reveal anonymized real call quotes after guesses, sparking curiosity about hidden bias patterns.
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Why this works
Curiosity drives deeper learning when participants see clear gaps between assumptions and reality; gamifying bias helps break initial resistance.
Bias Mythbusters
Present three common myths about discovery calls, such as 'Senior buyers hate open-ended questions.' Invite participants to vote true/false, then debunk each using actual customer feedback and research. Encourage group debate on how these myths fuel biased approaches.
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Why this works
Revealing misconceptions helps participants unlearn ingrained beliefs, paving the way for more open coaching conversations.
Silent Q-Storm
Lead a 'Silent Q-Storm' where each participant privately writes down three unbiased, curiosity-based questions they wish their AEs would ask on calls. They submit anonymously; the facilitator reads them aloud, crediting the creativity, not the author.
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Why this works
Low-pressure anonymity reduces performance anxiety, encouraging innovative thinking and honest reflection without risk.
Lightning Coaching Duel
Pair up participants for a rapid-fire coaching duel. One plays AE, the other coach. In 60 seconds, the coach must help the AE reframe a biased question into an unbiased one using a provided framework. Winner is voted by group for the most creative unbiased reframe.
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Why this works
High-energy, time-bound peer competition forces quick thinking and framework application, making learning memorable and fun.
Prospect Puzzle Case
Share a real-world dilemma: an AE repeatedly anchors questions on a pet topic (e.g., 'budget concerns') and misses the prospect's actual priorities. Breakout teams must diagnose which bias is at play and script two unbiased alternatives, then present their reasoning.
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Why this works
Applying frameworks to realistic dilemmas makes abstract concepts tangible; collaborative diagnosis deepens retention and ownership.
Coaching Mirror Moment
Invite each participant to privately reflect on a recent coaching moment where bias may have crept in. Share a prompt: 'What’s one thing you could change tomorrow in your coaching to surface unbiased questions or feedback?' Participants jot down a commitment and, optionally, post it to a shared board.
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Why this works
Active reflection with a personal commitment turns intention into action; seeing peer pledges normalizes vulnerability and growth.
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