Join learners mastering referral-driven prospecting
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Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.
Stop guessing who to contact and start targeting with precision
Most sellers prospect by title instead of by problem and it's killing their quota. If you've ever spent hours researching accounts that never move, this course gives you the system to build smarter pipeline with AI-powered precision.
Before this course:
You rely on title-based prospecting and miss the real decision-makers
Your account research feels scattered and time-consuming
Multi-threading feels random instead of strategic
Pipeline growth depends on guesswork
After this course:
You build AI-assisted account maps that reveal real economic buyers, influencers, blockers, and champions before you ever reach out
You score and prioritize your target accounts using clear, repeatable logic so you focus where timing and intent are strongest
You design multi-threaded outreach plans that connect with each stakeholder through the right message, on the right channel, at the right time
You use AI as your research analyst verifying facts, reading behavior signals, and keeping your outreach accurate and authentic
You create your own AI-assisted prospecting playbook that helps you build stronger pipeline with less guesswork
MEET YOUR MENTOR
Vivian Yan
Vivian Yan is the Manager of Account Executives at Loop AI, a delivery intelligence platform based in San Francisco. In this role, she works with early-stage founders as a GTM consultant, helping them design scalable sales processes, implement buyer-intent-driven motions, and train teams on modern outbound.
Over the last year, she has advised companies like Vigiles Robotics, MaxVocab, and several seed-stage AI SaaS startups. Before that, she spent years building her sales career from the ground up from corporate trainer turned tech seller, to the struggling rep trying to break through, to the quota-crushing AE who found a system that worked, to the sales leader responsible for coaching teams toward consistent performance.
As an AE at BILL during its pre-IPO hyper-growth phase, Vivian closed competitive mid-market deals by building influence maps manually long before it was common practice. At PitchBook, she managed a team where 90 percent exceeded quota and over half were promoted within a year. As a co-founder and Head of Sales at Silicon Valley Education, she built a bilingual AI curriculum and partnered with international schools to generate qualified pipeline.
Today, Vivian teaches that same framework inside pclub.io, ensuring AEs and SDRs turn AI-assisted research into a predictable source of pipeline and faster, higher-converting deals.
Course Overview
1
Stop Guessing Who to Contact (And Why It's Killing Your Quota)
What You Will Walk Away With
Your First Win Starts Right Now (Quick Win)
The Only Way to Stop Losing Accounts to Ghosts (Solution)
2
The Chessboard Method (How to Map Power Before You Pitch)
Think Architecture, Not Activity
Who Actually Moves Deals Forward (The Four Roles)
Stop Treating All Accounts The Same (The SCORE System)
How AI Connects The Dots
3
Multi-Threading That Actually Works
Different People, Different Priorities
Channel Selection By Persona And Signal
The Outreach Matrix (Your Coverage Accountability System)
The Iteration Loop (Test, Track, Adjust)
4
Level Up Your Research Game (AI Without the BS)
Trust, But Verify
Using AI To Read Human Behavior
Sound Like You, Not A Robot
5
Building Proof You Can Repeat
How I Proved The Chessboard Method Works
What The Experiment Taught Me
The Metrics That Prove You're Building Real Pipeline
How To Bring Your Manager Into The Process
Building A Culture Of Preparation (Starting With YOU)
6
Wrapping It Up (Edge Cases and Your Playbook)
Your New Prospecting Rules
Final Reflection and Edge Cases (When Data Is Scarce)
Course info
Level
Intermediate
Topics
SDRs
Run Time
115 min
Trusted by top performers at…
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Everything You Get to Become An Elite AE
Close More Deals, Grow Your Income, and Accelerate Your Career With the World’s #1 AE Performance Platform.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
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FAQ
Do I get instant access to all courses?
Yes. The moment you join, everything is unlocked. You can start with Warm Intro Referral Selling to build your referral system right away, or choose another course that fits your next goal. Every path leads to building skills you can apply fast.
How long will it take to apply what I learn?
You can start applying the Warm Intro system immediately. The course includes templates, outreach examples, and role plays designed for real contacts in your network. Most learners get their first warm introduction within a week. If you begin with a different course, expect a similar pace—each one is built for rapid, practical application.
Will this work if my network is small?
Yes. Warm Intro Referral Selling was designed with that in mind. You’ll learn how to identify hidden champions, reconnect with past contacts, and build stronger relationships that naturally expand your reach. If you start with another course, you’ll find the same step-by-step structure for growth in that skill area.
Are lessons live or recorded?
They are recorded. Learn at your own pace, revisit modules anytime, and practice until the system feels second nature.
Is access subscription-based?
Yes. Your subscription gives you full access to all AE Mastery Path courses, live group coaching, the private AE community, and monthly skill drops. Cancel anytime with no hidden terms or fine print.
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