Course

Problem-Based Cold Calling

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over 2,000+
Learners
Master the eight-step cold call framework elite AEs and SDRs use to lead with the problem, sound credible in seconds, and book pipeline solid in a market where buyers hang up on everyone else.
Kevin Dorsey
Sales Leader & Founder, Inside Sales Excellence
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Join learners mastering Cold Calling

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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 pitching benefits to buyers who hang up — and start running cold calls that lead with the problem, earn the next minute, and book the meeting

Cold calls die in the first ten seconds when reps lead with what they sell instead of what hurts. This course teaches the exact eight-step messaging framework, tonality system, word-for-word language, and dialing math elite AEs and SDRs use to consistently book pipeline in a market where buyers' patience for cold outreach has never been thinner.

Before this course:

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Your cold calls die in the first ten seconds because you're pitching benefits, not problems
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Your tonality reads as nervous, scripted, or salesy and buyers tune out instantly
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You don't have a repeatable script — every call is improvisation
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You don't track the math of cold calling, so you can't engineer a better dialing session
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You ask for the meeting too soon (or too late) and lose the buyer either way
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After this course:

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You lead every call with the problem, not the product, and earn the next sixty seconds
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You apply Kevin's "Three C's" of tonality to sound credible the moment you're picked up
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You build a real, repeatable script using the exact eight-step messaging framework
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You run dialing sessions like a system and engineer the math in your favor
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You use the exact words and phrasing to ask for the meeting at the moment buyers are ready to say yes
MEET YOUR MENTOR

Kevin Dorsey

Kevin Dorsey ("KD") is a sales leader who has built teams from 0 to 150+ reps and grown revenues from $0 to $100M+ in ARR. He is the founder of Inside Sales Excellence, one of the most followed sales education brands in the industry, and one of the most heavily studied voices on cold calling, discovery, and sales management in modern SaaS.

KD's point of view on cold calling cuts against most of what reps are taught: he believes cold calling is not about pitching, persistence, or personality. It is about leading with the problem, sounding credible enough in the first ten seconds to earn the next sixty, and running the math like an operator. That conviction — process and systems paired with deliberate skill development — is the foundation of his work and the reason his frameworks are now used inside thousands of high-growth SaaS sales orgs.

Inside Problem-Based Cold Calling, Kevin teaches the exact eight-step messaging framework, tonality system, and word-for-word language he has used to build cold call programs that consistently book pipeline at scale. You'll learn the Power Intro, the Justifier, the Bucket Question, and every other move that closes the problem-led prospecting skill gap quietly costing modern revenue teams the meetings their pipeline desperately needs.

Course Overview

1
How (And Why) to Sell the Problem In Cold Calling
Cold Calling Is a Life-Changing Skill — Here's Why
How (And Why) to Sell the Problem (Not the Benefits) In Cold Calls
Six Golden Questions to Craft Cold Call Scripts That Convert
2
Tonality and the Math of Cold Calling
The "Three C's" of Winning Cold Call Tonality
Two Non-Negotiable "POE" Best Practices
The Math and Compound Effect of Cold Calling
Keys to a Successful "Dialing Session"
3
8-Step Cold Call Messaging Framework
Should You Use Cold Calling Scripts? (Yes, Here's Why)
Overview of 8 Steps to Cold Calls That Convert
Step 1 — Cold Call "Power Intro"
Step 2 — The "Justifier"
Step 3 — Gaining Permission
Step 4 — Your Bucket Question
Step 5 — Pain and Impact Question
Step 6 — Connect the Dots ("Might Make Sense")
Step 7 — How to Ask For the Meeting
Step 8 — Confirm, and the "By the Way" Technique
Recap and How to Build Your Own Cold Calling Script
Role Play: Problem-Based Cold Calling
Problem-Based Cold Calling Knowledge Check
Course info
Level
Expert
Topics
AEs, SDRs, Revenue Skills
Run Time
1h 5m
Course Resources
Resource: Worksheet | Problem-Based Language
Resource: Worksheet | Understand Your Buyer
Resource: Your Cold-Calling Script Worksheet
Resource: One Pager | Problem-Based Cold Calling
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Start Course

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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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Earn credentials that signal growth, sharpen your expertise, and support your next career move.
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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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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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Learn directly from CROs, founders, operators, and experts behind today’s fastest-growing companies.
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Save 20% off when you join the annual plan.
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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.
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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.
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$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.
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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.
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Ready to turn the dial sessions other reps dread into the ones that fill your calendar?

Master Kevin Dorsey's problem-based cold calling framework and get the exact eight-step script, tonality moves, and word-for-word language that consistently book real, qualified meetings.

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