Course
Early Stage Deal Qualification
over 2,000+
Learners
How to stop chasing bad deals (and win the right deals) with tighter qualification
Kate Stringfield
Revenue Enablement Leader
Take This Course
.avif)
Join learners mastering Early Stage Deal Qualification
.webp)
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 chasing deals that will never close and start qualifying the ones that will
You work hard to get the meeting. Then you fire off checklist questions, the buyer checks out, and two weeks later it is marked no show or not qualified. The problem is not your activity. It is that you are confusing discovery with qualification. They are not the same thing. This course gives you the system to tell the difference between real pain and polite interest fast, walk away from deals that were never real, and hand off opportunities your AE actually wants to work.
Before this course:
You chase every deal that says yes to a meeting
You cannot tell the difference between real pain and polite interest
Your AE acceptance rate stays stuck because your handoffs lack qualification proof
You end calls with "let me send you some info" instead of a clear next step
You carry dead deals in your pipeline for weeks before walking away
After this course:
You qualify deals honestly using the Clarity Path and SPICED framework
You use the Three-Layer Dig to uncover real pain and urgency in under 5 minutes
You spot disqualification signals early and redirect to the right buyer fast
You hand off Qualification Briefs that AEs actually read, trust, and act on
You walk away from bad deals confidently and double down on the ones that are real
MEET YOUR MENTOR
Kate Stringfield
Kate Stringfield is a revenue enablement leader with over a decade of experience helping sales teams qualify faster, convert better, and build pipeline that actually closes. She has held senior enablement roles at some of the most respected names in SaaS, including Highspot, Dialpad, and SAP Concur, where she spent 4 years progressing from Client Sales Executive to Sr. Field Enablement Manager for SMB North America. She now serves as Director of GTM Enablement at Jasper, where she leads AI-powered go-to-market transformation. She knows what good qualification looks like at every stage of the funnel because she has built the systems, trained the teams, and carried the bag herself.
Before moving into enablement, Kate was an individual contributor who learned qualification the hard way. Her AE acceptance rate started at 45%. Her pipeline was full of maybes. Once she shifted from booking meetings to qualifying deals, everything changed. She went from 5 meetings a month to 17 in a single month. Her AE acceptance rate jumped to 82%, nearly double the team average. In the 2 years that followed, she generated over $10M in qualified pipeline and influenced more than $3M in closed-won revenue. That experience is the foundation of everything she teaches.
What makes Kate different as an instructor is that she has lived every side of this problem. She has been the SDR chasing bad deals, the enablement leader watching pipelines stall, and the practitioner who built the system that fixed it. This course is the playbook she wishes she had from day 1. It is direct, practical, and built for reps who want to stop hoping deals close and start knowing which ones will.
Course Overview
1
Stop Chasing Ghosts and Start Qualifying Fast
Ask 1 Question That Separates Real Deals from Time-Wasters
The Five-Phase System That Makes Qualification Repeatable
2
The Qualification System That Separates Real Deals from Time-Wasters
SPICED, Your Primary Qualification Framework
Sandler Pain Funnel, Digging to Emotional Pain
MEDDPICC, What Full Qualification Looks Like
Five Phases That Turn Discovery Into Qualification Decisions
The 5-Minute Prep That Sets Up Clean Qualification
How to Open Every Call Like a Partner, Not a Vendor
The Three-Layer Dig That Qualifies or Disqualifies in Under 5 Minutes
Lock the Next Step or Disqualify Clean
3
Spot Disqualification Signals Fast and Recover Without Losing Real Deals
The 2 Types of Red Flags That Tell You Everything
How to Recover When You Realize It is the Wrong Person
Red Flags That Do Not Mean Disqualify
How to Disqualify Gracefully When It is Not a Fit
4
Build Qualified Handoffs AEs Actually Accept
Why Most Handoffs Fail (And How to Fix Yours)
The Qualification Brief That AEs Actually Read and Use
The 10-Minute AE Sync That Changes Everything
How to Transition the Prospect Without Losing Trust
5
See It Work and Make It Stick
The 10-Call Improvement Sprint That Turns Skills Into Instinct
The 5 Numbers That Tell You Everything
How to Build a Feedback Loop That Actually Works
3 Habits That Make Qualification Automatic
6
Your New Identity as a Qualification Pro
Your New Operating System
Course info
Level
Beginner, Intermediate
Topics
SDRs
Run Time
60–75 min
Trusted by top performers at…
.svg)
.svg)
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.
.svg)
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.
.svg)
.svg)