Run an effective discovery

Discovery calls aren’t just for gathering information, they're your moment to prove strategic value. Led by our Global Head of Enablement, Morgan Jacobson, this course gives you the tools to structure a confident, client-first discovery that aligns with where your buyer is, surfaces business-level pain, and smoothly transitions into next steps.

By the end of this course, you will be able to:

• Define the importance of discovery and how it sets the stage for a strategic sales process.
• Structure a discovery agenda that reflects both your research and your prospect’s goals.
• Reduce buyer resistance by using prompters that match their psychological state.
• Differentiate between technical and business pain using the SPIN framework.
• Ask tough discovery questions that uncover high-impact problems.
• Summarize the conversation and transition to value using proven storytelling techniques.
• Uncover the decision process and set firm, forward-moving next steps.

Take this course if:
You’re a Klaviyo agency partner ready to move beyond surface-level discovery and learn how to run calls that drive strategic outcomes, especially if you're selling Klaviyo as a full B2C CRM solution. Ideal for agency owners, client strategists, or account managers who lead sales or onboarding conversations

No prerequisites required, but best taken as part of the Klaviyo Sales Certificate

Your instructors:

Morgan Jacobson leads Go-to-Market Enablement at Klaviyo, where he equips sales and customer success teams with the skills, tools, and strategy needed to drive growth. With a background in revenue enablement and strategy at high-growth SaaS companies, Morgan focuses on aligning teams around consistent messaging, operational excellence, and impactful customer engagement. He’s passionate about building programs that don’t just inform, but transform how teams execute.