B2B Sales Discovery & Opportunity Qualification
Master structured qualification frameworks to find high-intent enterprise buyers.
100% Online
Flexible & on-demand
Self-Paced
Pause & resume anytime
Pass-Mark Quizzes
Real mastery required
Verifiable Credential
Public check link
What you will learn
Conduct structured discovery calls that uncover genuine business pain points
Competency outcome 1
Apply BANT and MEDDIC qualification rubrics with confidence
Competency outcome 2
Lock down firm next steps to keep enterprise pipelines moving
Competency outcome 3
About this course
Learn consultative sales discovery, navigating complex stakeholder hierarchies, and applying BANT and MEDDIC frameworks effectively.
Course Curriculum
2 modules • 2 lessons • 2 h 30 min total length
Module 1: Inbound Lead Triage & Discovery Frameworks
- 1. The BANT vs MEDDIC FrameworksReading10 min
Module 2: Pipeline Velocity and Next Step Agreements
- 1. Pipeline Velocity & Next Step AgreementsReading10 min
Wingman Completion Standard
Every certificate is earned: videos verify watch completion, reading modules enforce minimum dwell time, and quizzes require passing score to qualify for public digital verification.
Course Instructor
Marcus Vance
Verified InstructorWingman Academy Faculty • Customer Experience Specialist
Enterprise sales strategist and former VP of Business Development.
Learner Reviews
“A direct, highly practical course that translates straight to everyday customer resolution and workflow improvements.”
Learner verification active • Early access cohort