May Business Insight Series - Slow Down to Speed Up: The Power of Sales Discovery

Description

Slow Down to Speed Up: The Power of Sales Discovery with Alan Lindeman and Kevin Lawson

A surprising number of sales opportunities are lost each year—not because of price, timing, or competition, but because the Discovery process was rushed, incomplete, or treated as a formality. In this one-hour discussion, we will explore why Discovery is often the most overlooked yet powerful lever in the sales process. We’ll examine the common pressures that cause salespeople to move too quickly to proposals, the hidden costs of weak Discovery for both the buyer and the seller, and how missed insights lead to stalled or “no decision” outcomes. Most importantly, we’ll share practical ways sellers can strengthen their Discovery conversations immediately, along with strategies sales leaders can use to build stronger Discovery discipline across their teams. If you want 2026 to be a breakout sales year, the fastest path forward may be learning how to slow down and get Discovery right.  

Alan Lindeman:

Co-Founder & COO of Anavo Growth Partners and Co-Founder & Chief Program Architect of IgniteSkills Academy, a sales and leadership development platform serving commercial HVAC and service-based businesses. Al works with owners and executive leadership teams across the country to help them navigate change, build high-performing teams, and improve sales execution.

Kevin Lawson: 

A Tall guy who solves Big sales problems for B2B focused organizations. Kevin is a B2B sales professional and owner of Lighthouse Sales Advisors. He’s worked for and sold to distribution companies, tech founders, and IT consultancies throughout his career. Kevin’s reputation for executing at both the tactical and strategic levels allow him to rise above a problem, identify solutions, and execute on them.