Growth-Stage Teams
Designed for startup teams moving from early traction toward scale. It is especially useful for learners who need a structured, practical route into sales discovery rather than a purely theoretical overview.
ESH-03958 · Sales
Sales Discovery Applied Lab for Growth-Stage Teams — Sales
A 18-hour intermediate course for startup teams moving from early traction toward scale who want to produce a complete applied project in sales discovery. The course combines the sales context with practical frameworks, realistic cases, guided exercises and a final applied output. Participants finish with a structured approach they can adapt to a real venture, team or project.
Blended online18 hoursIntermediateGrowth-Stage TeamsBuild pathway
What you need
Experience working in a startup or scale-up environment is recommended.
European Startup Hub Certificate of Completion — Sales Discovery Applied Lab
A staged portfolio of applied outputs culminating in a final project.
Learning outcomes
What you will be able to do.
Outcome 1
Explain the core principles of sales discovery in the context of sales.
Outcome 2
Diagnose a realistic sales discovery challenge using structured startup tools.
Outcome 3
Build a practical sales discovery output appropriate for growth-stage teams.
Outcome 4
Evaluate evidence, assumptions and trade-offs before making sales discovery decisions.
Outcome 5
Apply sales discovery methods to a venture, project or organisational scenario.
Outcome 6
Create a next-step action plan that can be used after the course.
Full syllabus
12 course modules.
Each module combines explanation, examples and an applied activity.
Module 1
Foundations of Sales Discovery
Practical study of foundations of sales discovery with examples, prompts and an applied activity.
Module 2
The Sales context
Practical study of the sales context with examples, prompts and an applied activity.
Module 3
Customers, users and stakeholder needs
Practical study of customers, users and stakeholder needs with examples, prompts and an applied activity.
Module 4
Tools and frameworks for Sales Discovery
Practical study of tools and frameworks for sales discovery with examples, prompts and an applied activity.
Module 5
Evidence, data and assumptions
Practical study of evidence, data and assumptions with examples, prompts and an applied activity.
Module 6
Designing the approach
Practical study of designing the approach with examples, prompts and an applied activity.
Module 7
Execution and operating decisions
Practical study of execution and operating decisions with examples, prompts and an applied activity.
Module 8
Measurement and key indicators
Practical study of measurement and key indicators with examples, prompts and an applied activity.
Module 9
Risks, ethics and common failure modes
Practical study of risks, ethics and common failure modes with examples, prompts and an applied activity.
Module 10
Case study: Sales Discovery in practice
Practical study of case study: sales discovery in practice with examples, prompts and an applied activity.
Module 11
Applied workshop: build your Sales Discovery output
Practical study of applied workshop: build your sales discovery output with examples, prompts and an applied activity.
Module 12
Action plan and next milestones
Practical study of action plan and next milestones with examples, prompts and an applied activity.
Assessment
A staged portfolio of applied outputs culminating in a final project.
Included materials
Digital course notes · Practical worksheets · Case exercises · Action-plan template · Completion record in ESH ID
Learning support
Platform learning support; live facilitator interaction is included where the delivery format states Live online or Blended online.
Course information & disclaimer
Educational programme. Completion does not constitute professional, legal, financial or investment advice and does not guarantee funding, employment or business outcomes. Catalogue version 2026.1 · Last reviewed 2026-08-24.
Ready to begin?
Sales Discovery Applied Lab for Growth-Stage Teams — Sales · 18 hours · Blended online
Enrol for €510