Discovery & qualification training
Better questions. Clearer deals. Fewer surprises at forecast.
the deal is won or lost in discovery —
who it’s for —
Built for the people doing the selling.
- BDRs and SDRs qualifying first conversations
- Account executives running discovery in complex deals
- Account managers uncovering new needs in existing accounts
- Sales managers who coach and inspect discovery
What we hear from teams
Demos before diagnosis
Sellers jump to the product because it feels productive, then struggle to defend value when price comes up.
Happy ears
A friendly prospect and a positive call become 'qualified' without evidence of pain, budget, authority or a reason to act now.
Surface-level questions
Discovery follows a checklist rather than a conversation, so the real impact of the problem never comes out.
what we work on —
What the training covers
Short input, real scenarios and plenty of practice. Every exercise is built around your customers, your deals and your sales process.
- Planning the conversation
- Research, hypotheses and a clear call objective, so discovery starts from insight rather than from scratch.
- Questioning that goes deeper
- Layered, open questions that move from situation to impact, with active listening and summarising.
- Quantifying pain
- Turning a stated problem into a business cost the buyer agrees with, in their language.
- Qualifying honestly
- Testing decision process, stakeholders, timing and budget early, using MEDDPICC where your team already uses it.
- Agreeing next steps
- Closing every conversation with a mutual, dated next step rather than 'I'll send something over'.
Explore. Practise. Perform.
See how a session runsonline or in person —
How we deliver it
Delivered as a one-day workshop, as half-day sessions within a Lab, or as live online modules. Every exercise uses your real calls, accounts and opportunities, with practice in pairs and trios and specific feedback.
- Live online
- Face to face
- UK & Europe
- Small groups
What changes afterwards
- Discovery calls that follow a plan and end with an agreed next step
- Opportunities qualified on evidence rather than optimism
- Deal reviews where sellers can explain the buyer's problem and its cost
- Earlier, more confident decisions to walk away from poor-fit deals
Behaviours we agree to look for with you before delivery, not guaranteed results.
ready to book —
Courses that cover this
Account Executives LabDiscovery & Qualification
Uncover the business need, establish impact and urgency, and qualify opportunities with the discipline to know when to walk away.
1 dayOnline or face to face
Top of Funnel ADR/BDR LabThe Commercially Curious BDR
Understand buyers, how they think and the business drivers behind their decisions — then bring that curiosity into better prospect conversations.
Half dayOnline or face to face
Top of Funnel ADR/BDR LabConversations That Convert: Pitching & Questioning for BDRs
Earn attention with a clear, buyer-relevant pitch and ask questions that turn interest into a purposeful next step.
Half dayOnline or face to face
MEDDPICCMEDDPICC Part 1: Foundations, Metrics & Pain
Build a practical foundation in MEDDPICC, uncover the buyer’s real business problem and quantify the value that gives them a reason to buy.
Half dayOnline or face to face
Account Executives LabAE Online Lab Pt 1: Win More. Sell Smarter.
Five live online labs that sharpen how account executives plan their week, lead discovery, qualify with MEDDPICC, handle objections and keep deals moving.
5 × 2.5-hour live online sessions (12.5 hours)
Questions teams ask
Is this the same as MEDDPICC training?
No. MEDDPICC is one qualification framework. Discovery training builds the questioning and listening skills that make any framework work. Teams that already use MEDDPICC often take both.
Can it be tailored to our sales process?
Yes. We use your qualification criteria, CRM stages and real opportunities so the skills fit how your team already sells.
How long does it take?
Typically a one-day workshop or two half days. It can also run as part of a longer AE or BDR programme.
Related sales training
By industry
Where better selling begins.
Your team doesn’t need more slides. They need skills that stick.
Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.