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discovery

DISCOVERY
Learning path

Do your team create enough opportunities, but they seem to get stuck in the pipeline?
View Course Schedule

Trusted by sales leaders at 3000+ companies:

Why choose this path?

Discovery: Deals Are Won And Lost In Discovery

Unlock the true potential of your pipeline by mastering discovery. Learn to uncover deep customer pain, qualify opportunities effectively, and drive momentum with clear next steps - ensuring every discovery call sets the stage for a winning deal.

Contact us for a private Leadership learning path for your team.

Lead Coach: Nigel Arthur |

Price: £995 + VAT

Best For:

  • Account Executives or Business Development Managers
  • Anyone running a consultative sales process
Group Session 1: Getting on the right path
  • The real purpose of discovery
  • Preparation for discovery calls
  • Dealing with inbound vs outbound prospects
  • Setting a great agenda
  • Creating demand in the early part of your call
Group Session 2: Finding pain
  • Asking great questions
  • Understanding situations
  • Digging beyond surface level pain
  • Qualifying in or out
  • Searching for compelling events
  • Laying down FUD through questions
Group Session 3: Path to winning deals
  • Closing the call
  • Booking next steps
  • Building a mutual decision plan
  • Gaining momentum
  • Involving multiple stakeholders and muli-threading
  • Continuous discovery
First 1:1: Implementation
  • Implementing and contextualising ideas shared
Second 1:1:
  • Implementing and contextualising ideas shared
Third 1:1:
  • Personal application of the learning path

View upcoming course dates:

Schedule

MEET THE COACH

nige-2
TOUCH
Nigel Arthur sales coach

Specialises in:

  • Serial VP Sales and Revenue Leader

  • Specialist in working in complex sales environments
Nigel Arthur sales coach
Our Learning Path Format

BLENDED LEARNING

Achieve the behaviour change you strive for by combining interactive, tactical sessions with expert one to one coaching for reinforcement and application.

Group Sessions

Provide core skills training and expertise on key sales topics.
Led by expert coaches, they deliver practical insights, collaborative learning, and actionable strategies to empower teams.

1:1 Sessions

Reinforces learnings from group sessions, providing personalised guidance to apply learned concepts.
Focus on overcoming individual challenges, refining strategies, and ensuring practical implementation.

PUBLIC SCHEDULE

Register an individual on this learning path here.
For teams or customisation, speak to our experts.
  • DISCOVERY: DEALS ARE WON AND LOST IN DISCOVERY

March

Online

DISCOVERY: DEALS ARE WON AND LOST IN DISCOVERY

Nigel Arthur

April

Online

DISCOVERY: DEALS ARE WON AND LOST IN DISCOVERY

Nigel Arthur

May

Online

DISCOVERY: DEALS ARE WON AND LOST IN DISCOVERY

Nigel Arthur

Looking for a custom learning path for your team?

Click here to discuss with our experts.
Book a call

Feedback from this learning path:

"My coach gave me excellent guidance on how I can avoid clients ghosting me in the sales process by changing my approach to discovery calls. I'm already fine tuning this on my 1:1s. Awesome!”
Steve
SteveAccount Executive, Evaluagent

MORE LEARNING PATHS:

LEADERSHIP:

Building successful, high performing teams.
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SOCIAL SELLING:

Getting eyeballs on your business on LinkedIn.
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COLD CALLING:

Creating conversations from scratch.
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ACCOUNT MANAGEMENT:
Proactive Account Management: Growing on Purpose.
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MEDDPIC:

Introduction and implementation of MEDDPIC.
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DISCOVERY:

Deals are won and lost in discovery.
Find Out More
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