Course

Sales Acumen for New Account Executives

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over 2,000+
Learners
Learn the core sales judgment new AEs need to avoid common early-career mistakes, build stronger pipeline, run better conversations, and manage deals with more confidence.
Kyle Asay
Sales Leader and AE Coach
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Join learners mastering sales

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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 learning AE lessons the hard way and start building the judgment that usually takes years to develop

New AEs often work hard but lose deals because of avoidable mistakes: weak territory focus, surface-level persona understanding, overloaded discovery, feature-heavy demos, poor consensus building, and premature discounting. This course gives early-career AEs a practical crash course in the sales acumen needed to run cleaner deals from pipeline generation through negotiation.

Before this course:

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You are moving into the AE role without a clear view of the traps that slow new sellers down
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Your pipeline generation lacks focus across territory, personas, messaging, and daily execution
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Your discovery calls feel busy, but not always balanced or buyer-centered
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Your demos overwhelm buyers with functionality instead of tying back to requirements
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You negotiate too early, discount too quickly, or lose perspective when pressure rises
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After this course:

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You understand the six common pitfalls new and early-career AEs need to avoid
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You manage your territory, buyer personas, messaging, and day with more intention
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You set stronger agendas and run discovery conversations that reduce buyer burden
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You present solutions through requirements, relevance, and buyer value
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You build consensus, reduce perceived risk, access power, and protect the deal during negotiation
MEET YOUR MENTOR

Kyle Asay

Kyle Asay has led top-performing sales organizations at Qualtrics and MongoDB, in addition to building a successful career as an AE. He qualified for President’s Club five consecutive times and has helped thousands of AEs earn more and get promoted faster through his training and frameworks.
‍
‍Kyle’s teaching focuses on the sales judgment that separates early-career AEs who ramp with confidence from those who learn through repeated trial and error. His approach is direct, practical, and focused on the moments where new AEs most often lose control of the deal.
‍
‍Inside Sales Acumen for New Account Executives, Kyle walks through the most common mistakes AEs make across pipeline generation, discovery, solution presentation, consensus building, and negotiation. You will learn how to avoid those traps, sharpen your commercial judgment, and build the habits that create stronger performance earlier in your AE career.

Course Overview

1
Introduction
Course Introduction
2
Pipeline Generation
Territory Management
Understanding Buyer Personas
Sales Messaging
Creating an Effective Day
3
Leading Discovery Skills
Agenda Settings Problems
Burdening Your Buyer
Having a 50/50 Conversation
Admitting Confusion
Exercise
4
Presenting Your Solution
Only Selling Requirements
Overwhelming With Irrelevant Functionality
Only Giving The 30k Foot View
Exercise
5
Building Consensus
Motivate and Enable Your Buyer
Minimizing The Solution’s Risk
Accessing Power
6
Negotiation Skills
Negotiating Price Too Soon
Preemptive Discounting
Lack of Perspective
7
Conclusion
Wrapping It Up
Course info
Level
Beginner
Topics
AEs, SDR, Mid Market, SMB, Revenue Skills
Run Time
1h 41m
Course Resources
Quick and Easy Persona Research
Motivating and Enabling Your Buyer
Quick and Easy Feature Positioning
Quick and Easy Agenda Setting
Quick and Easy Account Evaluation
One Pager | Sales Acumen
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Trusted by top performers at…

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Everything you get to build revenue skills that compound
Access the courses, practice tools, certifications, community, and expert coaching designed to turn learning into measurable performance.

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.

Build AE judgment faster.

Learn Kyle Asay’s practical sales acumen playbook and avoid the early-career mistakes that weaken pipeline, discovery, demos, consensus, and negotiation.

Take This Course
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