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Mastering Discovery: SPICED Framework

Transform your sales approach with the SPICED framework, focusing on Situation, Pain, and Impact.

Course by
Matt Doyon

Matt Doyon

CEO @ Triple Session
What's included
  • 12 bite-sized video sessions
  • Gamified quiz after each session
  • Downloadable resources
"revolutionized my approach to discovery"
"transformed how I connect with my prospects"

Who is this course for?


Sales Reps seeking to deepen their understanding of the discovery process and master the art of uncovering customer needs.


Account executives looking to refine their sales strategy and improve engagement with prospects through effective discovery.


Sales managers and enablers aiming to support their teams with a structured framework for discovery that drives sales effectiveness and outcomes.

What you'll learn

Course content overview

12 sessions
  • Mastering Discovery

    11 min
  • Deep Discovery Pre-game

    9 min
  • Starting Discovery Q&A

    13 min
  • Discovery Linking Questions

    8 min
  • Root Cause Analysis Discovery Overview

    11 min
  • Running Discovery RCA

    12 min
  • Discovery Implications

    11 min
  • The LOC Implications Framework

    14 min
  • Discovery Consensus

    14 min
  • Education & Agreement

    15 min
  • Decision Criteria

    8 min
  • Decision Process

    9 min

Sell more using the SPICED Framework

Master the Art of Discovery

Gain in-depth knowledge of the SPICED framework and learn how to effectively navigate through Situation, Pain, and Impact, enhancing your decision-making and sales outcomes.

Enhance Engagement with Prospects

Equip yourself with strategies to delve deeper into your prospects' needs and pains, fostering a more meaningful connection and setting the stage for successful sales.

Drive Sales Success

Implement the SPICED framework in your discovery calls to significantly improve your sales process, leading to higher conversion rates and successful deal closures.

Meet your instructor

Jed Mahrle Advanced LinkedIn Prospecting Course Video Intro

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

Already available when you sign up

With Triple Session Pro you get access to all courses in our library

Triple Session Pro

  • On-demand content library of 400+ video sessions
  • New Pro courses released monthly at no additional cost
  • Courses by guest top sales professionals
  • Actionable PDF guides, templates, and frameworks
  • Gamified learning (quiz, scores, leaderboard, badges, and more)
  • Public profile to showcase progress tracking and growth
  • Access to a global sales community
Expanse Illustration

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