Training Program

Who are the trainers?

Online Training

The Discovery Call Training

In partnership with

Dooly
m3 Learning

Live On-Demand

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Learn how to run a proactive discovery call and generate sales opportunities using the ProActive Selling™ methodology*

*Free Dooly trial included

Skip & Thibaut

My Students Are Working At:

Discover how to run a proactive discovery call

“I’m running initial calls with prospects but I have no clue how to structure them to qualify my opportunities better.”

You’re not alone.

A lot of reps have a hard time running a discovery call smoothly. These calls are either too scripted or lack a clear structure.

Prospects jump on discovery calls for their reasons, and pushing slides and demos is never helpful. You need to find out why they are here, and what type of problem they are trying to solve.

That’s exactly what you will learn in this on-demand online training. You will get access to a set of videos, frameworks, playbooks, and assignments to stop loosing control of your deals.

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Books

Learn how to find problems and quantify them

A discovery call is the first stage of your sales process, but it’s not the first stage of your buyer’s journey. Back in the days, sitting in a call with a salesperson was the only way to learn more about a product.

Nowadays, buyers know a lot more about what you’re selling, and your calls will be successful if you to listen to them, understand their goals, and make them reflect about the way they’ll solve problem in the future.

You’ll discover tactical tools to stop missing out on problems your prospects are trying to solve, quantify them, and position your quantified solution.

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Quantified

Learn how to start and end calls in total control

Discovery calls are used to qualify (or disqualify) opportunities and start your sales process. The way you run them defines the level of control on your deals, as well as the traction and energy of your opportunities.

In this online training, you will learn how to avoid starting a call by talking about the weather and ending without clear next steps and commitment from your prospects.

You will access resources, tactical tools, and get examples of how to run a discovery call using the ProActive Selling™ methodology.

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This training is made for you if:

  • You are regularly running discovery/qualification calls (SDR/AE)
  • You are looking for a proven methodology (used by companies like Stripe, Tableau, Lucid Chart...)
  • You have enough freedom on how to structure your discovery calls

In this training you will learn:

  • How to identify 2 types of decision-makers
  • How to start a discovery call in control
  • How to find problems and quantify them
  • How to end a discovery call with a clear qualified (or disqualified) opportunity

The program

ATL vs BTL

Day 1

Identifying decision-makers

  • Discover two types of decision-makers in B2B sales
  • Learn how to speak the language of each type of decision-maker
  • Learn what each type of decision-maker cares about

Day 2

Starting your discovery call

  • Discover a tool to start each discovery call in control
  • Learn how to lead the conversation
How to start a discovery call
Gap Chart

Day 3

Finding problems and quantifying them

  • Find out what your prospects really want to talk about
  • Discover 5 common ways to start conversations around problems
  • Use a simple tool to quantify problems

Day 4

Ending your discovery call

  • Discover a tactical tool to end each call with a clear next step
  • Learn how to summarize a call and add momentum to your deals
Summarize, Bridge, Pull
Online Training

Day 5

Live Q&A

  • Ask your questions to Skip & Thibaut
  • Get access to a special offer

Thibaut Souyris

Thibaut Souyris is the CEO & Founder of SalesLabs, a sales training and coaching company based in Berlin.

For the past decade, he’s been selling technology products, from SaaS to professional services and training/coaching programs.

He works with SDRs, BDRs, AEs, and sales leaders who are tired of using the same old playbook to generate opportunities and drive new business.

You can read, hear, and see what he has to say about sales and sales development on leading blogs and sales publications like Sales Hacker, G2, or the Surf and Sales Podcast.

When he’s not training and coaching tech sales reps, you will find him between Berlin, South of France, Switzerland and Mexico, enjoying a motorcycle adventure, spending time with his family, or DJing in Berlin’s clubs.

Thibaut Souyris

Skip Miller

Skip Miller is President of M3 Learning, a ProActive Sales Management and Sales Training Company based in the heart of Silicon Valley.

As President of M3 Learning, Skip has provided training to hundreds of companies in over 35 countries. He created M3 Learning to “make a salesperson better on each individual call.” M3 Learning’s signature selling methodology, ProActive Selling™, is unique in its high-definition focus on the tactics of selling and proactive sales cycle control.

Skip is also the author of the runaway bestsellers Selling Above and Below The Line, ProActive Selling, and ProActive Sales Management. His new book, Outbounding, has taken sales prospecting by storm.

Skip Miller
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Testimonials

More than 400 people trained

4.8/5 stars on G2

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Training available in my monthly subscription offer

The Selling Advantage Community

A monthly subscription to learn, experiment, and discover new ways to start more conversations and close more business.

When you join, you get access to:

Content Library

Instant access to training, checklists, and exclusive resources

Experimentation Swipe File

Access to our experimentation file, and bonus content exclusive to members of the community

Discord Group

Connect with salespeople in our Discord group

Online Events

We invite sales experts so they can answer your questions live

Ask Me Anything

We do open AMAs and then answer questions on The B2B Sales Podcast

North America and EMEA centric

Discover sales tactics that work in the US, but also in EMEA

And a lot more

Your Options

Selling Advantage Community

Monthly Subscription
$ 25/month
  • No commitment. Cancel anytime
  • Exclusive downloadable resources​
  • Instant access to our content library
  • Open AMAs and answers on The B2B Sales Podcast
  • And a lot more...
Join Now

Selling Advantage Community

Annual Subscription
$ 250/year
  • 16% discount
  • Exclusive downloadable resources​
  • Instant access to our content library
  • Open AMAs and answers on The B2B Sales Podcast
  • And a lot more...
Join Now

Frequently Asked Questions

Is this training for me?

The Discovery Call Training is for any sales rep running discovery or qualification calls. If your job involves qualifying opportunities, you’ll get a ton of value if you join.

I don't use Dooly and I'm not a RevGenius member, is this training for me?

Yes, you don’t need to use Dooly or be a member of RevGenius to run great discovery call. All the playbooks and frameworks we use work no matter what you sell. Dooly and RevGenius are our partners on this training.

How much does it cost?

You have two options. You can either pick the monthly plan for $25/month or get a 16% discount if you pick the annual subscription for $250/year.

I would like to expense this training. How can I do that?

Most people who work with me have dedicated training and education budgets. You can find and copy an email script to send to your boss here.

How much time do I need to dedicate to this?

You will need to dedicate around 30 minutes/day to complete this training. The Q&A session on Friday lasts 45 minutes.

What do I need to complete the training?

You need a computer, and an internet connection.

What if I have a question that is not answered here?

Feel free to contact us as [email protected] and our team will get back to you fast. Join the training now to get access to all the information, expert guidance and peer assistance that you need to finally take the step and start running solid discovery calls.

Online Training

The Discovery Call Training

In partnership with

Dooly
m3 Learning
See Options

I will never spam you, or sell your info.

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