Welcome back to the Discovery Series. This quarter we'll be digging into discovery – sharing content for members and non-members alike to improve the way you qualify opportunities, ask better questions, and uncover the insights that drive winning conversations.
If you’ve attended one of our sales training courses, you’re an inspir’em member. This newsletter extends your learning by highlighting free, topical resourcesfrom your online membership – helping you embed your training and maximise its impact.
💥 We’ve opened our member webinars to the wider sales community. There’s no need to be an inspir’em member to join live (members will continue to receive the recording). So, share this registration link with your friends, colleagues and industry peers alike.
Our next webinar is this Friday, 23 January, at the new time of 12 PM UK. inspir’em coach Ceire McQuaid joins Emma to explore discovery as both an action, and a sales stage (not just a single meeting).
Available to all: Refresh your Discovery Skills
New Blog - Discovery: An Action and a Sales Stage
Effective sales teams understand that discovery is more than a sales stage, it's also an action. The best sellers stay curious, testing assumptions and revisiting what they think they know long after others would move on.
Effective sales teams understand that discovery is more than a sales stage, it's also an action. The best sellers stay curious, testing assumptions and revisiting what they think they know long after others would move on.
Have you downloaded your copy yet? It's the perfect accompaniment to this newsletter series - packed with actionable tips to perfect your discovery this year.
This is the time of year we set intentions for the months ahead. A valuable use of our time - no matter how busy we are - is building and nurturing a professional network. Not just for future job opportunities, but also for success in our current roles.
Jump in at 25:30 on Emma's recent episode of Hunters & Unicorns for some great tips and advice. And yes, you have to make time to network!
We love a well-planned and well-executed kickoff - and we've seen enough of them over the years to know what that looks like, and the success they bring for the year ahead.
If you're still planning your kickoff event, then check out our updated SKO sessions and download your successful SKO guide today.
The article argues that about 95% of sales opportunities are won or lost in the discovery stage. Not during the pitch, demo, or pricing. This is because discovery uncovers true pain and aligns solutions to buyer needs. It also emphasises that discovery isn’t a one-off step but an ongoing, curious dialogue throughout the sales process that keeps revealing what matters most to the prospect.
Sales Members - Get your Territory Planning Template
Head to your Pipeline Generation Planning starter kit to find your territory planning template, a guide on pipeline reconciliation planning and a TAM/ICP/Persona template.
Head to your Pipeline Generation Planning starter kit to find your territory planning template, a guide on pipeline reconciliation planning and a TAM/ICP/Persona template.
Friday 23 January: Discovery: An Action and a Sales Stage Friday 6 February: Research and AI with Discovery Friday 20 February: Planning for Success: Set your Goals
Please note the change of time for these webinars to 12 PM UK.
Only members will have access to webinar recordings.
As many of you know, we run a programme of dinners for Sales Leaders to come together, share challenges and successes, and expand their network connections.
Our next dinner on 11 Feb 2026 has a few places remaining. If you'd like to attend, please register your interest at: customersupport@inspirem.coach
As many of you know, we run a programme of dinners for Sales Leaders to come together, share challenges and successes, and expand their network connections.
Our next dinner on 11 Feb 2026 has a few places remaining. If you'd like to attend, please register your interest at: customersupport@inspirem.coach
