Skills Course: Discovery Using SPICED
Unlock the potential of every discovery conversation by uncovering customer insights and advancing deals with confidence.
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About the Course
The Discovery Using SPICED course equips customer-facing GTM professionals with the essential skills needed to lead effective discovery conversations. This focused, skills-based session helps learners apply the SPICED framework to uncover customer context, diagnose opportunities, and drive more productive sales conversations.
Designed as a short, high-impact course, it elevates discovery execution and helps improve sales performance quickly.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 2 hours of live instruction. The session incorporates role plays, breakout exercises, and recurring revenue frameworks applied to real-world scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
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Customer-facing GTM roles, including prospecting, sales, and account management
Course Format
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2 hours of live instruction, delivered as a single 2-hour session
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Live session conducted via Zoom video conference
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Exclusive Impact Toolkit containing frameworks and best practices
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- There are no prerequisites for this course
Course Details
Location
Online, delivered via Zoom
Standard Duration
1 week
Standard Schedule
1 live session (2 hours) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: Discovery Using SPICED
Module 1: Discovery Using SPICED
Learning Objective: Be prepared for customer engagements by conducting thorough research and aligning proposed impact with customer needs. Develop the skills necessary to open meetings in a compelling manner and proficiently diagnose business opportunities using the SPICED framework. Articulate and present recommended solutions, ensuring alignment with the desired objectives. Demonstrate proficiency in summarizing key insights using the SPICED framework and utilize Gong call recordings as a valuable tool for assessing the effectiveness of calls.
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Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
By attending the course session you validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ people and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
In this course, learners develop the essential skills needed to run effective discovery conversations using the SPICED framework. Topics include uncovering customer context, diagnosing challenges, identifying impact, and structuring discovery conversations that lead to clearer insights and stronger next steps.
What is the format and duration of the course?
The course is delivered live online over a single 2-hour session, complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend the live session, will a recording be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, a recording will be provided by the course trainer following the live session.
Are there any prerequisites for this course?
There are no prerequisites. The course is designed for learners at all levels of experience.
How is the course delivered?
The course is delivered via live Zoom video session led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is designed as a practical, skills-based session. Learners are encouraged to apply the SPICED framework directly in live discovery calls and active opportunities immediately after the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Run Stronger Discovery Conversations?
Whether you’re preparing for your next call or sharpening core discovery skills, this course teaches practical techniques using the SPICED framework to uncover insights and move deals forward with confidence.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
