About the Course

This course is designed to equip customer-facing GTM professionals with the essential skills and techniques needed to excel in discovery calls. This short session will elevate your sales performance to new heights.

Best for:

  • Customer facing roles, including prospecting, sales or account managers.

Course format:

  • 2 hours LIVE instruction; one 2-hour session
  • Delivered via Zoom video conference
  • Impact Toolkit containing frameworks and best practices
  • Industry-recognized certification
  • Maximum number of learners: 25


$500 per seat
or contact us for a private course for your team




Learners engage with their certified Trainer in an experiential learning format, with 2 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations.

Key Frameworks

This course covers Winning by Design frameworks, such as our Discovery Call Framework, as shown below, and more.



Discovery Using SPICED

About this session...

This session effectively prepares learners 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.

Upcoming Courses

Training for 8 or more people and/or need customization?

Contact us to discuss private course options.

Training for non-English speakers?

We deliver training across North America, Europe, AsiaPac, and Latin America—in English, German, French, Spanish, Portuguese, Chinese, and Japanese.

See here for the latest course schedule to sign up


When you attend the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.

Certified Trainers for this course

Yamini Virani


Chris Allison


Dan Smith


Training for 8 or more people?

Contact us to discuss private course options.