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-03960 · Sales
Sales Discovery Executive for Growth-Stage Teams — Sales
A 14-hour advanced course for startup teams moving from early traction toward scale who want to make higher-stakes strategic decisions and lead execution 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.
Live online14 hoursAdvancedGrowth-Stage TeamsLead pathway
What you need
Experience working in a startup or scale-up environment is recommended.
European Startup Hub Certificate of Completion — Sales Discovery Executive
Executive cases, decision memos and a final board-level action plan.
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
10 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.
Assessment
Executive cases, decision memos and a final board-level action plan.
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 Executive for Growth-Stage Teams — Sales · 14 hours · Live online
Enrol for €605