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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
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Join learners mastering Early Stage Deal Qualification
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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 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…
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Build more pipeline, grow your income, and accelerate your career with the world’s #1 SDR revenue skill platform
What’s included
The Complete SDR Mastery Path
Four stages. Target the right accounts. Start conversations. Turn conversations into qualified pipeline. Execute consistently to book more meetings. Built by the world’s top outbound operators.
Certifications That Pay
Credentials that signal elite SDR performance to your manager, your next employer, and every AE who wants to work with you.
New Courses Every Month
New courses, playbooks, and frameworks released monthly from operators actively building pipeline right now.
AI-Powered Skill Practice (Full Library)
Rehearse cold calls, sharpen objection responses, and pressure-test your messaging so you book more meetings before you go live.
Private Skill Stacker Community
Network with ambitious SDRs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Expert Training Sessions
Direct access to CROs and SDR leaders helping you improve outreach, pipeline generation, and conversion in real time.
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
Try it risk-free for 30 days.
What’s included
The Complete SDR Mastery Path
Four stages. Target the right accounts. Start conversations. Turn conversations into qualified pipeline. Execute consistently to book more meetings. Built by the world’s top outbound operators.
Certifications That Pay
Credentials that signal elite SDR performance to your manager, your next employer, and every AE who wants to work with you.
New Courses Every Month
New courses, playbooks, and frameworks released monthly from operators actively building pipeline right now.
AI-Powered Skill Practice (Full Library)
Rehearse cold calls, sharpen objection responses, and pressure-test your messaging so you book more meetings before you go live.
Private Skill Stacker Community
Network with ambitious SDRs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Expert Training Sessions
Direct access to CROs and SDR leaders helping you improve outreach, pipeline generation, and conversion in real time.
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
Try it risk-free for 30 days.
Save 20% off the quarterly rate when you commit to the full year.
If you hired a top SDR coach, invested in elite outbound training, and bought one-on-one mentorship from operators who’ve built SDR teams at Snowflake, ClickUp, and Owner.com, you’d spend over $10,000. Inside Caliber, you get it all for less than the cost of one dinner out per week.
What’s included
The Complete SDR Mastery Path
Four stages. Target the right accounts. Start conversations. Turn conversations into qualified pipeline. Execute consistently to book more meetings. Built by the world’s top outbound operators.
Certifications That Pay
Credentials that signal elite SDR performance to your manager, your next employer, and every AE who wants to work with you.
New Courses Every Month
New courses, playbooks, and frameworks released monthly from operators actively building pipeline right now.
AI-Powered Skill Practice (Full Library)
Rehearse cold calls, sharpen objection responses, and pressure-test your messaging so you book more meetings before you go live.
Private Skill Stacker Community
Network with ambitious SDRs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Expert Training Sessions
Direct access to CROs and SDR leaders helping you improve outreach, pipeline generation, and conversion in real time.
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
Try it risk-free for 30 days.
Save 20% off the quarterly rate when you commit to the full year.
If you hired a top SDR coach, invested in elite outbound training, and bought one-on-one mentorship from operators who’ve built SDR teams at Snowflake, ClickUp, and Owner.com, you’d spend over $10,000. Inside Caliber, you get it all for less than the cost of one dinner out per week.
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FAQ
Who is Caliber built for, and what makes it different from other sales training?
Caliber 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 Caliber apart is the system behind it. Most sales training is a one-time event taught by outdated trainers with no real-world credibility.
Caliber 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.
Caliber 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 Caliber 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.
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