Training Details
B2B Saas Sales Discovery Training
Strong discovery turns conversations into closed deals. Our 2.5-hour SaaS training teaches reps to uncover real pain, ask high-value questions, and qualify with confidence using MEDDIC and SPICED—making discovery your competitive edge.
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. However, Account Managers should be comfortable embracing customer success as the north star of their efforts, as this focus will ultimately lead to more upsell opportunities.
As we explain in the training, Customer Success Managers should view upsells as a primary objective in customer interactions. A successfully upsold client is far more likely to renew their service, whereas a client without an upsell has a much higher likelihood of not renewing (around 50%). Proactively guiding customers toward an upsell is therefore the strongest predictor of renewal success.
No. Beginners can take this course and use its essence as guiding principles for effective CSM work. We cover most facets of a CSM’s role, always with a focus on maintaining a commercial and proactive approach to the customer–company relationship — ultimately benefiting the customer as well.
Past training participants have measured success using KPIs such as:
Manageable:
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More than 75% of participants agree that the training increased their confidence in upselling.
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More than 50% of accounts (over 100k) have clear desired outcomes and white space maps by the end of the year.
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Of the 3–4 accounts named/discussed per key account manager, 75% have new revenue-creating activities or agreements set within three months of the training.
Revenue-focused:
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25% increase in CSQLs within three months.
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50% increase in upsell revenue within six months.
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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.
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 and even founders. However, since I believe the discovery phase is the most important part of the sales process, I personally advocate designing sales processes so that AEs own the majority of the discovery phase, while SDRs focus only on a light pre-qualification.
Yes, we align our framework with your preferred methodology for seamless adoption. MEDDIC and similar frameworks are primarily about data collection, but the discovery process still relies on certain evergreen skills. That said, we will also address specific topics — for example, how to ask about the competition and how to clarify the decision-making process — as these questions can be challenging for some.
Definitely. Reviewing playbacks from such tools enhances learning and helps pinpoint areas for improvement. Nevertheless, Gong and Chorus still require manual setup to define which questions should be tracked in the first place — which is why, in this training, we first need to establish what we want to ask those systems. Moreover, I believe in using role-plays as a kind of sandbox environment, a safe testing ground for new questioning techniques that won’t cost thousands of dollars if a sales rep makes a mistake. That’s why AI role-play tools like Jam (affiliated) are also highly recommendable.
FAQs
Everything You Need to Know
Find answers to your most pressing questions about SaaS growth and AI compliance.
No, the Discovery course and the Demo course are closely linked, simply because a good demo should focus solely on the pain points uncovered during the discovery call. Moreover, in many real-world sales processes, discovery and demo calls are often merged. This training provides guidance for handling those situations — which, while not ideal from a sales theory perspective, occur frequently enough that they cannot be ignored.
This training focuses on delivering the most relevant information in a memorable way. It covers techniques such as storytelling (stories stick 22x better than facts), anchoring, repetition, prioritizing pains, engaging customers to maintain their attention, and many more.
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.
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 🇦🇹