Course

High Velocity Discovery For SMB Sellers

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over 2,000+
Learners
Run deal-closing discovery in fast-paced SMB sales cycles by preparing smarter, asking better questions, uncovering impact, and gaining agreement on the problem before you pitch.
Kevin Dorsey
Sales Leader and Revenue Team Builder
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Join learners mastering Discovery For SMB Sellers

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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.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
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.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
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.
Smiling man with short dark hair wearing a black shirt against a black background.
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.
Portrait of a smiling middle-aged man with short brown hair and blue eyes against a beige background.
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.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
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.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
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.
Smiling man with short dark hair wearing a black shirt against a black background.
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.
Portrait of a smiling middle-aged man with short brown hair and blue eyes against a beige background.
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.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
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.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
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.
Smiling man with short dark hair wearing a black shirt against a black background.
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 rushing through discovery and start winning the deal before the demo

In fast-paced SMB sales cycles, discovery has to move quickly without becoming shallow. This course gives you Kevin Dorsey's system for planning better calls, avoiding Googleable questions, setting strong agendas, using bucket questions, uncovering real impact, and getting buyers to agree that change is needed before you ever move into your solution.

Before this course:

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Your discovery calls feel rushed, reactive, or too qualification-heavy
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You ask questions the buyer could have answered through basic research
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You struggle to get buyers to admit the real problem behind surface-level pain
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Your demos start before the buyer has agreed that change is needed
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You lose momentum because the problem, impact, and next step are not clear enough
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After this course:

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You prepare for discovery with a clear pre-call plan and better research
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You set the agenda and upfront agreement in the first few minutes of the call
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You use bucket questions to help buyers self-identify the problems they care about
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You uncover pain, impact, and cost of inaction without sounding salesy
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You gain agreement on the problem so the demo feels like the natural next step
MEET YOUR MENTOR

Kevin Dorsey

Kevin Dorsey is a sales leader who has built teams from 0-150+ reps and revenues from 0-100M+ ARR and counting. He is a believer in processes and systems, paired with skill development, as the code to success.

Kevin's approach to discovery is direct: qualification answers whether a buyer can buy, but discovery answers whether they should. In high-velocity SMB sales, that distinction matters. Reps do not have endless time to wander through generic questions. They need to prepare, control the opening, uncover the real problem, build impact, and help the buyer see why staying the same is no longer acceptable.

High Velocity Discovery For SMB Sellers packages Kevin's discovery system into a practical course for AEs who need to move quickly without losing quality. You'll learn how to plan before the call, set a clear agenda, use curiosity-driven openers, ask stronger bucket questions, uncover impact, build the cost of inaction, and gain agreement on the problem before moving into the demo.

Course Overview

1
Introduction to High Velocity Discovery For SMB Sellers
Why Deals are Won or Lost In Discovery
Resource: Course Deck: High Velocity Discovery For SMB Sellers
What You're Going to Learn
2
Foundations of High Velocity Discovery
Qualification vs. Discovery
The Four Goals of High Velocity SMB Discovery
3
Setting the Stage For High Velocity Discovery
How to Do Discovery Call Planning Like a Pro
Pre-Call Planning Checklist - High Velocity Discovery For SMB Sellers
How to Set the Agenda For a Winning Discovery Call
Cheat Sheet: How to Set the Agenda For High Velocity Discovery Calls
The Key to Setting an Upfront Agreement
4
Problem-Based Discovery For High Velocity SMB Sellers
How (And Why) to Uncover Their Curiosity
How (And Why) to Nail Your "Bucket Question"
Exercise: Create Your Own "Bucket Question"
How to Uncover Impact (Without Being "Salesy")
Exercise: Your Buyer's Top 3-4 Impact Areas
How (And Why) to Peel Back the Layers
How (And Why) to Build the Cost of Inaction
How to Gain Agreement on the Problem
Cheat Sheet: How to Gain Agreement on the Problem
5
Final "Pro Tips" For High Velocity SMB Discovery
Keep (Some) of Your Powder Dry for the Demo
The T-Method to Disco-Demo Note Taking
Recap and Key Takeaways
Course Deck: High Velocity Discovery
Knowledge Check: High Velocity Closing Knowledge Check
Course info
Level
Intermediate
Topics
AEs, SMB, Revenue Skills, Discovery, Qualification, Sales Process
Run Time
1h 14m
Course Resources
Course Deck: High Velocity Discovery For SMB Sellers
Pre-Call Planning Checklist - High Velocity Discovery For SMB Sellers
Exercise: Create Your Own "Bucket Question"
Exercise: Your Buyer's Top 3-4 Impact Areas
Cheat Sheet: How to Gain Agreement on the Problem
High Velocity Discovery | One Pager
Problem Based Discovery Framework | One Pager
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Quarterly Plan

What’s included

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Every Course & Transformation Path
Master the core skills that drive stronger conversations, better decisions, and measurable revenue performance.
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Certifications That Pay
Earn credentials that signal growth, sharpen your expertise, and support your next career move.
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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.
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AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI simulations that let you rehearse real workplace conversations, objections, and high-stakes moments.
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Private Skill Stacker Community
Network with ambitious professionals who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
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Live Group Coaching
Join bi-weekly live sessions with elite mentors and top practitioners — get direct feedback, guidance, and accountability on your goals.
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Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, operators, and experts behind today’s fastest-growing companies.
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Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
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30-Day 100% Money-Back Guarantee
Not included in the quarterly plan, though you are welcome to cancel any time.

Annual Plan

MOST POPULAR

What’s included

White check mark inside a black circle with a glowing green outline.
Every Course & Transformation Path
Master the core skills that drive stronger conversations, better decisions, and measurable revenue performance.
White check mark inside a black circle with a glowing green outline.
Certifications That Pay
Earn credentials that signal growth, sharpen your expertise, and support your next career move.
White check mark inside a black circle with a glowing green outline.
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.
White check mark inside a black circle with a glowing green outline.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI simulations that let you rehearse real workplace conversations, objections, and high-stakes moments.
White check mark inside a black circle with a glowing green outline.
Private Skill Stacker Community
Network with ambitious professionals who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
White check mark inside a black circle with a glowing green outline.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top practitioners — get direct feedback, guidance, and accountability on your goals.
White check mark inside a black circle with a glowing green outline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, operators, and experts behind today’s fastest-growing companies.
White check mark inside a black circle with a glowing green outline.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
White check mark inside a black circle with a glowing green outline.
30-Day 100% Money-Back Guarantee
Included with the annual plan, so you can join with confidence.
If you hired a top 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.
REAL WORLD VALUE
$1,499 /quarter
YOUR INVESTMENT:
$299 /quarter
Sign Up For Quarterly
REAL WORLD VALUE
$10,000 /year
YOUR INVESTMENT:
$995 /year
Sign Up For Annual

Annual Plan

MOST POPULAR

What’s included

White check mark inside a black circle with a glowing green outline.
Every Course & Transformation Path
Master the core skills that drive stronger conversations, better decisions, and measurable revenue performance.
White check mark inside a black circle with a glowing green outline.
Certifications That Pay
Earn credentials that signal growth, sharpen your expertise, and support your next career move.
White check mark inside a black circle with a glowing green outline.
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.
White check mark inside a black circle with a glowing green outline.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI simulations that let you rehearse real workplace conversations, objections, and high-stakes moments.
White check mark inside a black circle with a glowing green outline.
Private Skill Stacker Community
Network with ambitious professionals who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
White check mark inside a black circle with a glowing green outline.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top practitioners — get direct feedback, guidance, and accountability on your goals.
White check mark inside a black circle with a glowing green outline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, operators, and experts behind today’s fastest-growing companies.
White check mark inside a black circle with a glowing green outline.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
White check mark inside a black circle with a glowing green outline.
30-Day 100% Money-Back Guarantee
Included with the annual plan, so you can join with confidence.
If you hired a top 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.
REAL WORLD VALUE
$10,000 /year
YOUR INVESTMENT:
$995 /year
Sign Up For Annual

FAQ

Who is pclub built for, and what makes it different from other sales training?
pclub is built for every revenue role, from SDR to AE to CRO, and for the teams that lead them. If your performance depends on revenue skills, you belong here.What sets pclub apart is the system behind it. Most sales training is a one-time event taught by outdated trainers with no real-world credibility. pclub is a continuous Revenue Skill Transformation System, taught exclusively by the top 1% of revenue experts in the world, reinforced through AI-powered skill practice, and designed to compound over time. You are not just getting access to content. You are getting a flywheel that builds measurable skill capacity and drives real revenue outcomes.
Do I get instant access to all courses?
Yes. The moment you join, everything is unlocked. Start with whichever course or Transformation Path fits your most pressing goal and begin building skills you can apply right away. Every path is designed to move you forward fast.
How long will it take to apply what I learn?
Quickly. Every course is built for rapid, practical application, with templates, examples, and exercises designed around real-world scenarios. Most learners are putting new skills to work within their first week.
Will this work regardless of where I'm starting?
Yes. Every course and Transformation Path is built with a step-by-step structure that meets you where you are, whether you're closing your first deals or sharpening skills at the top of your game. The system is designed to compound, so every skill you build accelerates the next.
Are lessons live or recorded?
They are recorded. But pclub is not a video library you watch and forget. Each course is structured as a skill system, with instruction, homework, and AI-powered practice built in so you are actively building something repeatable, not just consuming content. Learn at your own pace, revisit modules anytime, and reinforce what you learn until the skill is yours.
Is access subscription-based?
Yes. Your subscription gives you full access to all courses and Transformation Paths, AI-powered skill practice, certifications, and the private Skill Stacker Community. Annual members also get live group coaching, live author bonus training sessions, and a 30-day money-back guarantee. Cancel anytime with no hidden terms or fine print.

Ready to run discovery that actually closes deals?

Use Kevin Dorsey's high-velocity discovery system to prepare sharper calls, ask better questions, uncover real impact, and get buyers aligned on the problem before you move into the demo.

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