Training Details
Sales Discovery Training for SaaS Businesses
A 2.5-hour training focused on the most critical phase of the sales cycle—how to ask the right questions, create trust fast, dig deep into value drivers, and gather all the information needed to close.
Common Challenges
Many reps treat discovery as a checklist instead of a conversation. They ask safe, generic questions that fail to uncover the deeper business problems driving a purchase. Calls often feel transactional, damaging trust before it’s built. Key decision drivers are missed, leading to demos that don’t connect and proposals that miss the mark. Without strong discovery skills, deals drag on, stall, or get lost to competitors who understand the customer better.
Low conversions in the beginning and end of the sales process
Low closing rates = discovery problem; low SQL to Opportunity CR = discovery problem ...
Stopping at Surface-Level Questions
Reps don’t dig deep enough — they gather facts but miss the real pain and its impact on the business.
Teams waste time on deals
The time-to-lose is too high due to poor qualification of leads that were never going to buy.
Losing Control of the Process
Without a clear next step or reverse timeline, buyers go dark and deals stall.
What’s Included
A focused 2.5-hour training dedicated to elevating your discovery game. Covers how to structure calls, ask high-value questions, uncover hidden buying triggers, and dig deep into the prospect’s true pain points.
Why Discovery Matters
We start by showing why discovery is the only “must-have” phase in sales. Participants learn how great discovery impacts win rates, deal size, and forecast accuracy, and why selling starts with curiosity, not pitching.
Discovery Mindset & Frameworks
We train reps to move from order-taker to trusted advisor. Topics include:
• Healthy skepticism & curiosity
• “Selling to the problem” vs. selling to need
• Creating urgency by increasing the “pain of the same”
• What are SPICED, MEDDIC, MEDDPICC, BANT etc. and what are their unique strengths
Situational, Pain & Impact Discovery
We deep-dive into the three layers of discovery:
• Situation: Understand the current state
• Pain: Reveal problems the buyer may not even see
• Impact: Quantify the business cost and urgency
Building the Steering Wheel
Participants learn how to guide the buying process by:
• Mapping stakeholders and decision makers
• Identifying gaps and qualifying/disqualifying deals
• Using reverse timelines to stay in control of next steps
Combining Discovery & Demo
We show how to keep demos relevant by blending them with discovery:
• Using short prompter slides
• Uncovering needs live during the demo (if needed)
• Reducing barriers to change and creating buy-in
Practice & Roleplays
The session is highly interactive. Participants role-play full discovery calls, practice summarizing and confirming next steps, and leave with a repeatable framework to run better meetings immediately.
Other optional training focus points:
1. Storytelling
2. PLG discovery
3. Outbound vs. inbound discovery
4. Executive buyer discovery
1
Analysis of current situation
Based on a 16-part pre-filled questionnaire, we hold a 1–2 hour session to discuss your current process, key challenges, target personas, and desired outcomes.
2
Training and activity customization
The insights from the analysis phase form the foundation for tailoring the training materials and creating realistic, team-specific role-play scenarios.
3
Group training
The training takes around 2.5h and can be held online or onsite.
4
Knowledge embedding sessions
Research shows that 83% of training knowledge is forgotten within 30 days. The best way to counter this is through practice and repetition. That’s why we schedule deep-dive sessions and assign role-play homework to reinforce key concepts and embed them in the sales team’s day-to-day behavior.
FAQs
Everything You Need to Know
Find answers to your most pressing questions about SaaS growth and AI compliance.
Suited for both. We tailor roleplays and examples based on whether participants are prospecting or running full-cycle outreach.
Agnostic we focus on universally useful frameworks, but can integrate with CRMs and tools your team already uses.
No. Beginners can learn foundational skills, while experienced reps benefit from advanced scripting and AI-backed personalization.
We provide outbound performance benchmarks (like response rate and booked meetings) and optional follow-up coaching to track progress.
Absolutely, our live remote sessions include interactive roleplays, breakout discussions, and instant feedback to match onsite dynamics.
FAQs
Everything You Need to Know
Find answers to your most pressing questions about SaaS growth and AI compliance.
Not at all. It’s valuable for anyone conducting early-stage conversations SDRs, CSMs, even founders.
It’s optional but highly recommended it helps us tailor feedback and make the workshop more actionable.
Yes, we align our framework with your preferred methodology for seamless adoption.
Many reps improve right away. We also offer a follow-up session to reinforce skills and optimize performance.
Definitely. Reviewing playback from such tools enhances learning and helps pinpoint improvement areas.
FAQs
Everything You Need to Know
Find answers to your most pressing questions about SaaS growth and AI compliance.
Both! We focus on narrative and storytelling, which applies across technical and use-case-focused presentations.
Ideally, one recent demo recording or deck—this enables us to tailor feedback to your product and style.
Very. We include live demo roleplays, stakeholder handling scenarios, and storytelling drills to embed the skills.
Yes teams have seen noticeably higher conversions thanks to improved engagement and clarity.
Absolutely we craft persona-specific flows so your team speaks directly to each segment’s needs.
FAQs
Everything You Need to Know
Find answers to your most pressing questions about SaaS growth and AI compliance.
The minimum number of training participants is 5, which is an amount that also justifies the tailoring of content and preparation for the training for Nils. The maximum classroom size is around 12 participants. For larger groups, we'd simply split the groups.
AI SDRs flood all channels with noise, making it more difficult to stand out. Luckily, the best-practices taught in this training are evergreen and prevail in times of increasing white-noise. We will make use of AI for lead research and automation of non-essential task, but keep the outreach human.
Account executives and SDRs in B2B SaaS companies.
Outbound is most effective for companies with an annual contract value (ACV) above €7.5K. For lower ACV brackets, the focus should be on efficiency and scalability through streamlined processes and automation. For higher, enterprise-level ACVs, the emphasis shifts to deeper account research, developing buying hypotheses, and highly targeted engagement strategies.
As part of the analysis we look at current tooling, incentives, focus and also individual performances. An expert advice on the current setup and improvements thereof are also included.
What Our Clients Are Saying
Our partners trust us to drive real, measurable growth—and we deliver.
Nils has supported us in building a data-driven outbound process that fuels the growth of our business.
Mike Keyzer
Scalability & Growth Manager - Taxibutler 🇳🇱
The sales team enjoyed the training and got both new ideas and confirmation.
Michel Rasing
Michel Rasing - Channable 🇳🇱
I really loved how real world examples were brought forward in the training.
Matthias Wolf
CCO/Co-Founder - Firstbird 🇦🇹