Course Dates and Curriculum
6 Weeks to A New Career: Starting Oct 14, 2026, you'll be off to the races. We'll meet on zoom and build and practice skills. Cameras on, minds open, career growth ahead!
NOTE: COHORT 25 IS CURRENTLY PLANNED FOR OCT 14, 2026.
2x/week for 6 weeks at 8pm for 2hrs
Meet on zoom + 5hrs/week of practical homework
(yes this is intense & effective)
Goal: To help you understand what sales is, how to get started in sales, and to set you up for success selling! Learn the art and science of sales, starting with base principles, to closing deals! Launch a new career!
We teach the sales fundamentals, and use live role play and supportive AI /GTM tools to empower SDRs!
Week 1:
Sales Fundamentals – Oct 14, 18
- developing and delivering your value proposition
- understanding Problem Solving, finding clients and creating a Win-Win
- overview: cold-calling, hunting, rejection
- activity metrics and ratios. activity = results
- repetitions: ongoing development: better delivery of your message, get better over time
- #'s game: goal is to build a big pipeline
- AI GTM tools include ChatGPT, Claude,
Live Q & A and Homework
2 classes @ 2 hours each
Week 2:
Finding Leads – Oct 20 (Tues), 25
- ideal Customer Profile
- relevant companies
- growing industries
- right buyer persona
- sales technology: linkedIn, Lusha, Google
- building a list
- leads are everywhere. you can also buy lists, find lists
- AI / GTM tools include Lusha, Apollo, LinkedIn
Live Q & A and Homework
2 classes @ 2 hours each
Week 3:
Prospecting Leads – Oct 28, Nov 1
- How do you reach them? F2F, Digital, Phone
- cold-calling and cold-emailing: messaging, personalization, subject lines
- gatekeepers & voicemails
- social selling
- cadence & pipeline management, consistency
- CRM/process
- getting in front of those leads
- earning the conversation: build credibility and establish rapport to get sensitive info
- AI/ GTM tools include Clay, Dripify, Hubspot
Live Q & A and Homework
2 classes @ 2 hours each
Week 4:
Qualifying Leads – Nov 4,8
- importance of discovery
- are they the right customer?
- are they the right decision maker? Are there other decision makers?
- maybe there is no need for your service now?
- next step yes or no? establishing a case
- do they have the budget? are you speaking to the person with the budget?
- have they identified they have a problem you can solve and would pay the money to have you solve that problem?
- AI GTM tools include Dripify, Obert, Lemlist
Live Q & A and Homework
2 classes @ 2 hours each
Week 5:
Calling – Nov 11,15
- Follow-up: it's the only thing that leads to a close!
- asking good questions. knowing their industry better than them
- objection handling
- always tying back to discovery
- Problem Solving
- timing: you drive the follow-up, continuing the conversation
- always have a next step
- sales planning and cycles
- psychology of sales
- AI GTM tools include Calendly, Hyperbound
Live Q & A and Homework
2 classes @ 2 hours each
Week 6:
Closing & Job Preparation: Nov 18
- presentation skills
- pipeline management
- opportunity and urgency
- #'s game
- objection handling
- AI/ GTM tools include LinkedIn, Jobscan,
Live Q & A and Homework
1 class @ 2 hours each
