Discovery -Â The Foundation for Success
Well-executed discovery is the foundation of a deal. It builds depth and understanding in opportunities with structure, and sets sellers up for success. The inspire'm Discovery course provides a practical approach to qualifying and progressing opportunities.
Public courses starting from £1,000 per person.
See Delivery OptionsHow Can Sales Discovery Training Improve Qualification?
Discovery sales training gives teams a structured approach to qualification by uncovering customer pain, validating meaningful Metrics, identifying potential Champions, and progressing the right opportunities.
This MEDDPICC‑aligned Discovery sales training course helps sales leaders and ambitious individual contributors build a more predictable pipeline.Â
Structured Discovery Improves Sales Conversion
Higher Pipeline Quality
Focus time and resources on better-qualified opportunities.
Faster Conversion
Create clear next steps, ownership, and momentum following discovery.
Consistent Execution
Create a shared approach to planning, running, and reviewing discovery.
Better Qualification
Connect discovery questions to customer priorities and increased business value.
 Who the Discovery course is For
Sales Reps & BDRs
Pipeline generating, driving depth in discovery, and qualifying opportunities.
Sales Leaders
Driving consistent pipeline generation and qualification across their teams.
GTMÂ Roles
Aligning teams in the wider ecosystem around effective opportunity discovery.
Customer Success & Renewals
Identifying customer priorities to cross-sell, upsell, and find growth opportunities.
What Does the Discovery Course Cover?
Learn how to apply the discovery framework through four stages: Initiation, Planning, Execution, and Reflection.
Supported by practical tools and resources, this hands-on course helps you qualify opportunities, progress deals more effectively, and build a more predictable pipeline. Get the free discovery course guide for more detailed information.
Download Discovery Course GuideInitiation
Build the foundations for effective discovery through focused preparation, research, value hypothesis, and account understanding.
Planning
Set yourself up for successful discovery with clear objectives, focused MEDDPICC-aligned questions, and a defined plan.
Execution
Run focused discovery conversations that uncover what matters, validate assumptions, identify Champions and stakeholders, and progress opportunities.
Reflection
Evaluate the evidence gathered during discovery, identify gaps and risks, and decide whether to progress, deepen discovery, or qualify out confidently.
See the Course Detail
Download the Discovery course guide for a full overview of the curriculum, delivery options, practical exercises, and supporting resources.
Download the Course Guide
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Choose Your Delivery Option
Our team can help you choose the best format for your goals and team.
Benefits of Effective Discovery.
âś“Â Qualify opportunities.
âś“Â Improve pipeline quality and forecast accuracy.
âś“Â Reduce late-stage deal slippage.
✓ Increase conversion through deeper discovery.
âś“Â Build trust through focused business value conversations.
✓ Progress opportunities with greater precision and control.
Our Experienced Trainers & Course Curators
Emma Maslen
CEO, NED, Angel Investor, Author and Ex-Sales Leader for BMC, SAP, Ping Identity.
Genevieve Martin
Advisor, Angel Investor and experienced Sales Leader for Dell, Symantec & Logica.
Meet the rest of the team
We partner with experienced coaches and consultants to deliver the inspir'em sales strategy, coaching, and consultancy portfolio. Our trainers are former practitioners and revenue leaders, bringing real-world experience and a clear understanding of the challenges our clients face.Â
Meet the TeamWhat People Ask Us Most About Discovery Training
What is discovery sales training?
What makes a good sales discovery meeting?
How does MEDDPICC support sales discovery?
Do I need prior MEDDIC or MEDDPICC knowledge?
Can this be delivered to executive teams or cross-functional leaders?
What is the difference between Digital and the Live courses?
Rebecca Knight, VP EMEA Disguise
"We've seen a 55% win rate, which has doubled our previous conversions."
Tjeerd Veninga, Revenue Enablement Director, Puzzel
"inspir’em’s MEDDPICC training enabled a seamless, professional buying experience by focusing on the right problems, key decision-makers, and smoother customer decision-making and paperwork. The enhancements to Puzzel’s sales process have been exceptional."
Josh Farshforoush, Senior Enterprise AE, ServiceNow
"The team at inspir’em brought clarity to the sales process. The training provided a strong foundation for working in the world of sales, helping me leverage leading indicators and take ownership of my pipeline and revenue."
