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Discovery Best Practices

Get better at understanding what your customers need. This course teaches you how to ask the right questions, listen carefully, and make your discovery calls more successful.

Course by
This course has sessions from
Jacco van der Kooij, Matt Doyon, Chris Orlob and more.
What's included
  • 11 bite-sized video sessions
  • Gamified quiz after each session
  • Downloadable resources
"Changed the way I approach discovery calls"
"Great techniques for asking questions and building trust"

Who is this course for?

1

Sales reps who want to improve their discovery calls and really understand customer needs.

2

BDRs and SDRs focusing on making their initial customer interactions more impactful.

3

Account executives looking for ways to build trust with customers and handle objections smoothly.

What you'll learn

Course content overview

11 sessions

  • How to Perform a World Class Discovery Call

    4 min

  • 5 (powerful) Sales Questions to Ask A Potential Client to Determine Their Needs

    11 min

  • 10 Sales Discovery Call Tips From Sales Feed

    8 min

  • Diagnostic Preparation

    10 min

  • Diagnostic Arc

    10 min

  • Verbal Agenda

    13 min

  • Diagnostic Questioning

    10 min

  • Root Cause Analysis

    12 min

  • 4 Word-for-word Sales Questions to Build Buying URGENCY

    22 min

  • Ted Talk: Celeste Headlee -10 Ways to Have a Better Conversation

    11 min

  • 7 Elements of a Successful Discovery Call by Gong

    22 min

Get Better at Discovery Calls

Learn Effective Questioning

Find out how to ask powerful questions that help you uncover real customer needs.

Practice Active Listening

Improve your listening skills to catch every detail during discovery calls.

Handle Objections

Learn strategies for dealing with common objections during discovery calls.

What other sales reps are saying

“There's so much I need to be at the top of my game when selling, from prospecting to rapport-building, running great discovery, presenting, negotiating, not to mention general professional skills like time management and emotional intelligence. With Triple Session, I find everything I need to learn and practice in one place and it's easy to track progress.”

Julia Moss
Account Executive

“The Triple Session training has been an invaluable asset for me as an Account Executive When you have been an AE for a while you can start getting complacent with your sales process. This training was key to helping me refine my skills in getting much deeper in discovery, selling to decision-makers, and closing bigger deals.”

Rudi Ribeiro
Principal Account Executive

“I have been using Triple Session since I was a junior Salesrep to learn the whole sales process and everything related. Today, as a Senior BDM, it continues to help me at the same level in sharpening all my skills- from the basic to the advanced ones. Definitely is a tool which helps me to deliver at the highest level.”

Maria Valadares
Senior Business Development Manager

THE TRIPLE SESSION METHODOLOGY

Boost your sales results with the science of learning

We built Triple Session to replace boring and outdated sales training that just doesn't work. How? Using the science of micro-learning and habit-building.

Learn

Learn complex sales concepts turned into easy-to-digest lessons packed with actionable tactics, from 2 to 12 minutes each.

Practice

Take a quiz after each lesson with immediate feedback on your answers, consolidating what you learned from the instructor.

Measure

Review score and accuracy to understand your performance, and stay accountable with weekly training goals and competition.