Founders Bay Virtual Workshop: Discovery That Doesn’t Suck: Stop Pitching, Start Diagnosing
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Most founders make the same mistake in discovery: they start pitching too soon. In this hands-on workshop, fractional GTM & Sales Leader Laura Garrison will teach you how to run discovery calls that feel natural, consultative, and genuinely helpful—while gathering the insights you need to close deals faster. Instead of guessing what prospects want, you’ll learn how to diagnose their real problems and position your product with precision.
Laura will break down a repeatable discovery framework built specifically for early-stage founders who are still refining product, messaging, and positioning. She’ll show you how to ask smarter questions, uncover urgency, dig into root causes, and steer conversations without feeling pushy. You’ll learn how to avoid common pitfalls like over-explaining features, jumping into demos too quickly, or treating discovery like an interrogation.
Expect a practical and highly interactive session. Laura will share question templates, call structures, red flags, and techniques you can practice immediately—even if you’re new to sales. You’ll leave with a founder-friendly discovery process that improves your close rates, sharpens your narrative, and makes prospects feel understood instead of sold to.
✅ What You’ll Learn
The discovery framework Laura uses with early-stage founders
How to diagnose problems instead of pitching features
The 5 types of questions that unlock real customer pain
How to uncover urgency, decision criteria, and budget
How to guide the conversation without dominating it
Common discovery mistakes that tank deals—and how to avoid them
How to capture and use insights to improve your pitch and product
Templates, scripts, and call flows you can implement right away
Our Speaker:
Laura Garrison, Director of Sales Enablement at Grand Avenue Software
About Us
Founders Bay is a membership community of 80,000 founders and VCs coming together to grow their startups through curated weekly events, expert-led virtual workshops, and educational resources. Proudly woman-owned and operated by Mariane Bekker, we are dedicated to empowering a diverse and inclusive startup ecosystem. Subscribe to our newsletter and become a member today.
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