The Program
Six months. Live deals. A measured delta.
The Academy is not a course library with a certificate attached. It is a supervised program with a baseline, applied practice, and a capstone that is scored the same way the baseline was.
The learning model
Six moves, in order.
- Real buyers
- Applied learning
- Live opportunities
- Manager reinforcement
- Executive demo
- Measured delta
Core principle
Meet to Learn. Curious, learn, understand, diagnose, add value — not pitch, feature, demo, close.
The six-month journey
Four real-buyer modules, two applied workshops, one capstone.
Month 1 · Real Buyer
Selling to CISOs + Baseline
How CISOs buy, risk versus budget dynamics, and credibility in first meetings. The baseline is established before any teaching lands.
Deliverable
Executive Meeting Plan on a live deal + baseline rubric score
Month 2 · Applied Workshop
Becoming the Trusted Advisor
The tactical path from Vendor to Resource to Credible Advisor to Strategic Advisor to Trusted Advisor — diagnosis before prescription.
Deliverable
Trusted Advisor Account Plan
Month 3 · Real Buyer
Selling WITH Partners
Channel and partner co-selling from the buyer's perspective, partner mechanics, and land-and-expand.
Deliverable
Partner + Joint Account Plan
Month 4 · Applied Workshop
Multithreading People + Value
Mapping stakeholder consensus and economic buyers, and the champion-loss test: if your champion left tomorrow, does the deal survive?
Deliverable
People + Value Map
Month 5 · Real Buyer
Procurement + Selling Through Risk
How procurement and risk executives evaluate purchases, and translating technical conditions into business decisions.
Deliverable
Buyer Map + Risk Narrative
Month 6 · Capstone
Executive Selling Lab
A live executive panel defense, scored against the Month 1 baseline by the same rubric.
Deliverable
Capstone assessment + leadership delta report
Tracks
Sellers only, or the full revenue team.
Option A
Enterprise Accelerator (Seller Cohort)
The six-month assessed cohort: six modules, baseline and capstone rubric evaluation, manager reinforcement, and executive delta reporting.
Option B
Full Revenue Team (Accelerator + SE Track)
Everything in the Accelerator plus the six-part Sales Engineering Track: how technical buyers buy, AE/SE orchestration and handoffs, technical discovery to business outcomes, winning evaluations without over-demoing, the trusted technical advisor, and a joint AE/SE buying-committee lab.
Throughout
Executive Deal Clinics
Small-group clinics where sellers bring stalled live deals for executive buyer teardowns. Candid, uncomfortable, and the fastest correction available.
Measurement
Thirteen competencies, scored 1–5, twice.
A baseline in Month 1 and a capstone in Month 6. Reporting shows movement per competency, not a single vanity score.
- Preparation
- Executive Presence
- Questioning
- Discovery
- Listening
- Curiosity
- Business Acumen
- Risk Fluency
- Value Articulation
- Relationship Orientation
- Multithreading Awareness
- Trusted-Advisor Behavior
- Establishing a Next Step
Ready to see the curriculum?
Start with the free preview lesson from Selling to CISOs.