Public workshop · Live online
Consultative Discovery for SaaS Sales
09:30–14:30 UK time · GMT
Uncover the work behind a buyer’s request before proposing your solution. Practise SaaS discovery questions, listening and accurate summaries, then refine your approach using specific feedback in a group of up to 4 participants.
- Microsoft Teams
- Maximum 4 participants
- English
- 4 training hours + lunch
Who is this for? Account executives, business development professionals, presales consultants and customer success specialists who explore requirements with SaaS buyers or existing customers.
Workshop agenda
| Time (GMT) | Session | What you will practise |
|---|---|---|
| 09:30–10:00 | Start with the buyer’s work | Identify what discovery needs to establish. Use a fictional CRM replacement request to distinguish a requested feature from a workflow problem. Your output: A buyer-focused agenda and 1 personal practice target. |
| 10:00–10:45 | Follow an answer through | Turn leading product questions into open prompts. In short rotations, ask about a recent instance, the difficult step and its effect. Your output: A concise question route with relevant follow-up prompts. |
| 10:45–11:30 | Discovery role play: reporting friction | Explore a fictional SaaS buyer’s complaint about unreliable forecasts. Each participant leads a short discovery exchange while others take buyer and observer roles. Feedback identifies the question that improved understanding and any premature solution assumption. Your output: Observed initial practice and specific feedback notes. |
| 11:30–12:30 | Lunch break | Optional 10-minute 1-to-1 video check-in with Paul to review feedback and focus your afternoon practice. |
| 12:30–13:15 | Clarify priorities and missing voices | Explore how finance, sales operations and IT might judge a proposed change differently. Practise checking urgency, consequences and whose requirements are still missing. Your output: A priority summary with assumptions and stakeholder questions marked. |
| 13:15–14:00 | Repeat and refine the difficult section | Each participant repeats a short section of discovery using the morning’s feedback. Observe the same criteria: question relevance, listening, assumption checking and summary accuracy. Compare the 2 attempts using examples of what was said. Your output: An observed repeat attempt and 1 evidenced change in approach. |
| 14:00–14:30 | Make discovery useful to the next person | Create a short note for an account or solutions colleague: current work, buyer-stated difficulty, desired change and open questions. Agree an action that develops the buying decision and select 2 behaviours to practise at work. Your output: A usable discovery handoff note and 2 workplace actions. |
Preparation and follow-up
Before the workshop
Complete a short questionnaire and respond to a supplied fictional buyer brief. Identify the buyer’s words, your assumptions and a useful follow-up question.
After the workshop
Revise your question route and buyer summary after the workshop. Use the feedback to choose 2 discovery behaviours to practise at work.
Your individual report reviews question design, assumption checking and summary quality in the written work, alongside listening and follow-up behaviours observed during workshop role play. Your 30/60/90-day action plan sets 2 workplace actions and review criteria.
Bring: 1 anonymised discovery challenge, with customer identities and confidential deal information removed. Supplied fictional scenarios are available.
Direct booking · GBP
Workshop prices
Book 1 place or all 4 for your company.
Super early birdPrice and closing date to be confirmed
Early birdPrice and closing date to be confirmed
| Booking | UK total including 20% UK VAT | Eligible non-UK business total without UK VAT |
|---|---|---|
| 1 participant | £180£150 + £30 UK VAT | £150Per participant |
| 1 company · All 4 places10% company discount | £648£540 + £108 UK VAT £162 per participant | £540£135 per participant |
Non-UK business bookings: we confirm business status, the receiving establishment and applicable taxes before invoicing. UK VAT applies to private individual bookings, including overseas individuals.
Interested in booking?
Tell us the workshop and number of places. We confirm availability, VAT treatment and booking-specific cancellation/refund terms, then send an invoice with Starling bank-transfer details. Places are confirmed after payment. Booking terms.
Or email training@newskilz.com.
Practical information and confidentiality
- Join on a laptop or desktop with a microphone, camera and reliable internet connection. Microsoft Teams joining instructions are sent by email.
- Participants may come from different companies. Attendance is subject to a confidentiality agreement covering NewSkilz and every participant. Use demo environments or fictional data; exclude customer information, passwords and sensitive material.
- The live workshop must not be recorded, photographed or transcribed. Screenshots, automated transcription and AI meeting assistants are not permitted.
- Preparation and follow-up submissions are sent privately to NewSkilz and will not be shared with other participants without your permission.
For access requirements or learning needs, contact NewSkilz before booking so we can discuss suitable arrangements.
Workshop questions
Do I need a particular sales methodology?
No. Bring your discovery framework if useful. Practice strengthens the questioning, listening and checking behaviours that make it useful.
Is this suitable for existing-customer conversations?
Yes. These skills help clarify changing workflows, expansion requests and emerging concerns. Choose an existing-customer practice priority within the shared topic.
Can I use a live opportunity?
Bring an anonymised challenge with sensitive details removed. Fictional scenarios provide a common basis for practice when real information cannot be shared.
Prefer private training? Discuss a remote or on-site workshop tailored to your team. Browse all public workshops.