The 4 building blocks of discovery and qualification

Discovery system to close more deals

Achieve sales excellence through Rocket Academy

Learn how to ask the right questions to win more customers. Become better at qualifying throughout your sales process. Get the right people on board to drive momentum.

Speak to sales

Based on real content, best practices and frameworks gained from scaling over 300 organisations across Europe.

What you’ll learn

The 4 building blocks to diagnose current and future state of your prospects

Discovery calls and qualification frameworks

Creating compelling problem statements

Internal and external stakeholder management

Selling with your champion

Best for: B2B sellers (SDR, AE)

The 3 promises we make

By completing this academy, you’ll know:

How to ask the right questions to unveil pain and win more customers

How to sell to the right people

How to navigate complex buying teams and internal stakeholders

How we work together

6 weeks

To complete the full course

Masterclasses

4 online sessions in small groups of maximum 6 peers and 1 group Q&A session

Practice

After each session, you'll work on exercises that help build your discovery system step by step

Curriculum

Masterclass 1

1.5 hours

Effective discovery calls

Learn how to dig deep, create urgency and ask questions that sell. Set yourself up for success by selling to the right people.

Masterclass 1

1.5 hours

Effective discovery calls

Learn how to dig deep, create urgency and ask questions that sell. Set yourself up for success by selling to the right people.

Masterclass 1

1.5 hours

Effective discovery calls

Learn how to dig deep, create urgency and ask questions that sell. Set yourself up for success by selling to the right people.

Masterclass 2

1.5 hours

Creating compelling problem statements

Tactics to articulate your buyer's problem better than anyone else.

Masterclass 2

1.5 hours

Creating compelling problem statements

Tactics to articulate your buyer's problem better than anyone else.

Masterclass 2

1.5 hours

Creating compelling problem statements

Tactics to articulate your buyer's problem better than anyone else.

Masterclass 3

1.5 hours

Selling with your champion(s)

Get the right people on board to gain an unfair advantage and create momentum to win more deals.

Masterclass 3

1.5 hours

Selling with your champion(s)

Get the right people on board to gain an unfair advantage and create momentum to win more deals.

Masterclass 3

1.5 hours

Selling with your champion(s)

Get the right people on board to gain an unfair advantage and create momentum to win more deals.

Masterclass 4

1.5 hours

Qualification throughout your deal’s lifecycle

Drive up your forecast accuracy and become an elite seller.

Masterclass 4

1.5 hours

Qualification throughout your deal’s lifecycle

Drive up your forecast accuracy and become an elite seller.

Masterclass 4

1.5 hours

Qualification throughout your deal’s lifecycle

Drive up your forecast accuracy and become an elite seller.

Q&A session

1 hour

Q&A session

Room for group discussion and questions on course contents.

Q&A session

1 hour

Q&A session

Room for group discussion and questions on course contents.

Q&A session

1 hour

Q&A session

Room for group discussion and questions on course contents.

Building efficient and predictable revenue engines for 300+ startups and scale-ups across Europe

Sales Excellence Manager

Menno de Graaf