Sales Velocity

A. Product Name & Positioning

Product name: Professional Certificate in Sales Velocity & Revenue Acceleration (PC-SV)
Positioning (one line): A practitioner-led, outcomes-first program that trains sales professionals to shorten deal cycles, increase win rates, and scale predictable revenue through modern sales systems, playbooks, and coaching.

B. Target Audience & Market Fit

• Primary: Mid-level sales reps, account executives (AEs), SDRs/BDRs, sales managers, and founders who sell B2B or complex B2C products.

• Secondary: Customer success managers, growth marketers, and revenue ops professionals seeking to align go-to-market motion.

• Prereqs: Sales experience preferred (6+ months). No strict technical skill required; coachable mindset essential.

• Pain points solved: Long sales cycles, low close rates, poor pipeline hygiene, lack of repeatable processes, inconsistent forecasting, weak objection handling, and poor cross-functional alignment.

C. Transformational Learning Outcomes

Graduates will be able to:

1. Build and manage a predictable sales pipeline with consistent velocity metrics.

2. Execute modern outreach, qualification, and discovery processes that increase conversion.

3. Run data-driven deal reviews, forecasting, and territory planning.

4. Master objection handling, negotiation, and pricing conversations that protect margin.

5. Design playbooks and cadences for SDR → AE handoffs that reduce time-to-close.

6. Use enablement tools and CRM strategies to automate admin and focus on selling.

7. Lead a sales team with coaching frameworks that improve quota attainment.

D. Curriculum Structure — Modules & Lesson Breakdown (Recommended 12 modules)

Module 0 — Onboarding & Baseline Diagnostics (self-paced, 1 week)

• Pre-course sales audit, CRM export, KPIs baseline, learning goals.

Module 1 — Sales Velocity Fundamentals

• Key metrics (ACV, ARR, Velocity formula: (Opp Value × Win Rate) / Sales Cycle), unit economics, funnel math.

Module 2 — Ideal Customer Profiling & ICP Mapping

• Building ICPs, economic buyer identification, value hypotheses and ICP scorecards.

Module 3 — Outbound & Inbound Prospecting Systems

• Messaging frameworks, multi-channel cadences (email, call, LinkedIn), personalization at scale, SDR playbooks.

Module 4 — Qualification & Discovery Mastery

• MEDDIC/MEDDICC, BANT+, SPIN techniques adapted for modern buyers, discovery templates, discovery call playbook.

Module 5 — Demo & Value Selling

• Problem-led demos, ROI storytelling, tailoring demos to stakeholder maps, use-case frameworks.

Module 6 — Objections, Negotiation & Pricing

• Common objections playbook, anchoring, concession frameworks, packaging & tiered pricing exercises.

Module 7 — Deal Acceleration & Win Strategies

• Creating urgency ethically, consensus mapping, champion enablement, procurement & legal playbooks.

Module 8 — Pipeline Management & Forecasting

• CRM hygiene, opportunity scoring, risk mitigation playbooks, rolling forecast and forecast accuracy improvement.

Module 9 — Sales Technology & Automation

• CRM best practices (HubSpot/Salesforce), sales engagement platforms (Outreach/Salesloft), meeting automation, cadence tools.

Module 10 — Team Enablement & Coaching Frameworks

• 1:1 coaching model, call coaching, role-play frameworks, onboarding flows for new reps.

Module 11 — Revenue Operations & GTM Alignment

• SLA between SDRs/Marketing/AEs, attribution of leads, playbook for handoffs, reporting stack.

Module 12 — Capstone: Live Revenue Accelerator Project (3–4 weeks)

• Students run an end-to-end sales sprint: ICP, outreach, discovery, demo, negotiation, and close or simulated close. Deliverables: pipeline dashboard, playbook, recorded calls, post-mortem with velocity improvements.

E. Delivery Format, Teaching Methods & Experience

• Format: Cohort-based (weekly masterclass + practical labs + peer role-plays + mentor coaching).

• Cadence: Pre-work (2–3 hrs) → Live session (90–120 min) → Practical assignment (3–6 hrs) → Optional office hours.

• Hands-on: Real-world role-plays, graded call reviews, live prospecting sprints (with supervised outreach or simulated accounts).

• Mentorship: 1:8 mentor ratio; premium cohorts include weekly 1:1 coaching.

• Assessment: Call grading rubric, pipeline improvements, capstone score. Pass threshold: 75% aggregate + approved capstone.

F. Duration, Cohort Models & Delivery Options

• Flagship: 10–12 weeks (part-time) — recommended.

• Bootcamp: 4–6 weeks (intensive, full-time).

• Self-paced: 3-6 months (no live mentorship).

• Team/Corporate: Private cohorts tailored to GTM and product.

G. Certification & Credentials

• Certificate: “Professional Certificate in Sales Velocity & Revenue Acceleration” with unique cert ID and verification page.

• Badges: SDR Excellence, AE Closer, Deal Architect, Sales Coach micro-badges.

• Criteria: Complete modules, submit capstone with measurable velocity improvements.

H. Capstone Project & Evaluation Rubric

• Brief: Improve pipeline velocity for a target segment by X% within a simulated or real sprint.

• Deliverables: ICP brief, sequence templates, 5 recorded discovery/demo calls, pipeline snapshot (before/after), revenue forecast, post-mortem.

• Evaluation weights: Process & playbook (30%), calls & demos (30%), measurable pipeline impact (25%), presentation & documentation (15%).

I. Instructor & Mentor Profiles (hiring & onboarding)

• Lead instructor: Senior AE/Head of Sales with repeatable quota attainment & scaling experience.

• Mentors: SDR leads, negotiation coach, RevOps analyst, onboarding specialist.

• Guest lecturers: CROs, VPs of Sales from partner companies, legal/ procurement pros.

• Onboarding pack: Session scripts, call grading rubric, mentor handbook, NDA policies for live prospecting.

J. Tools, Tech Stack & Templates

• CRM: Salesforce or HubSpot configuration templates.

• Engagement: Outreach/Salesloft, Apollo, LinkedIn Sales Navigator.

• Call recording & coaching: Gong/Chorus or Zoom recordings with timestamps.

• Reporting: Google Sheets/Excel templates, Looker Studio dashboards, basic BI (Tableau/PowerBI optional).

• Content: Email templates, discovery scripts, proposal templates, pricing sheets, SOW templates.

K. Content Development Process (how to build course materials)

1. Map competencies per module.

2. Create micro-lessons (8–12 min), playbooks, and role-play scripts.

3. Produce example recorded calls (good & bad) with annotations.

4. Build practical labs (outreach sprints, discovery scoring).

5. QA with sales practitioners + pilot cohort feedback.

L. Pricing Strategy & Packaging

• Self-paced: $199–$499 (certificate on completion).

• Cohort Standard: $899–$2,499 (live coaching, labs, capstone).

• Premium: $3,499–$8,999 (1:1 coaching, private role plays, hiring pipeline intro).

• Enterprise: Custom pricing per seat for private corporate cohorts.

• Payment options: Installments, deferred tuition for qualifying hires, group discounts.

M. Marketing & Launch Plan (step-by-step)

Top of Funnel: Thought leadership (LinkedIn articles, YouTube playbooks), free audit tool: “Sales Velocity Calculator”, webinar: “Cut Your Sales Cycle by 30% in 90 Days.”
Mid Funnel: Free mini course (5-day challenge), case studies, recorded call library access for leads.
Bottom Funnel: Live cohort preview, scholarships, limited seats, alumni success videos, pilot discounts for companies.
Channels: LinkedIn, YouTube, email outreach, partnerships with hiring platforms and sales orgs.
Metrics: CPL, cohort conversion rate, CAC, average revenue per student, cohort fill rate.

N. Website & Sales Page Structure (high-impact)

1. Hero: Program name + concrete ROI promise + CTA (Apply/Enroll).

2. Outcomes: Quantified benefits (e.g., shorten cycle by X%, increase win rate by Y%).

3. Curriculum overview & weekly commitments.

4. Capstone & deliverables (sample).

5. Instructor bios & success metrics.

6. Tools & templates included.

7. Pricing, payment plans & scholarships.

8. Testimonials & cohort outcomes.

9. FAQ & Apply form.

Hero CTA copy example: “Join the next cohort — Master the playbooks that shorten deals and scale revenue.”

O. Email Sequences (high-converting example topics)

1. Lead magnet delivery: Sales Velocity Calculator + quick wins.

2. Problem narrative: “Why your pipeline stalls (and what to do).”

3. Curriculum showcase + capstone spotlight.

4. Social proof: alumni mini-case studies.

5. Offer & payment plan.

6. Final push: cohort closing notice + instructor invite.

P. Community, Alumni & Hiring Support

• Private Slack/Discord channels with deal reviews, pitch swaps, and role-play rooms.

• Demo day & hiring fair with partner companies.

• Ongoing masterclasses, monthly coach Q&As, and alumni discounts on advanced programs.

Q. Operations & Admin (daily & cohort ops)

• Admissions screening (qualifying applicants), onboarding checklists, CRM access verification.

• Student success managers, weekly progress reports, academic integrity checks for live outreach.

• Billing & refund workflows, calendar management for global timezones.

R. Legal, Compliance & Ethical Outreach Rules

• Live outreach rules, GDPR/CCPA compliance for prospecting, do-not-contact policies, consent capture templates.

• Terms & Conditions, refund policy, IP ownership (students retain their playbooks; institute may anonymize examples).

S. KPIs & Success Metrics (what to measure)

• Academic: Completion rate, capstone pass rate, skill assessment scores.

• Commercial: Cohort fill rate, conversion rate, CAC, cohort ARPU.

• Impact: Average reduction in sales cycle length, increase in win rate, quota attainment improvement among alumni.

• Engagement: Active members, role-play participation, office hours attendance.

T. FAQ (sample site Qs & As)

• Q: Do I need an SDR background?
  A: Helpful but not required; prep module available.

• Q: Will I have to prospect real leads?
  A: Optional — simulated sprints are provided; live outreach follows strict consent and legal rules.

• Q: Do you offer corporate cohorts?
  A: Yes — private programs tailored to GTM and product.

U. Upsells & Career Pathways

• Upsells: 1:1 executive coaching, hiring prep (interview simulations), recruiting introductions.

• Specializations: Enterprise Sales, Channel Partnerships, RevOps Leadership.

• Career outcomes: AE, Sales Manager, Head of Sales, Revenue Operations Analyst.

V. Partnerships & Employer Pipeline

• Partner with SaaS firms, agencies, and B2B service providers for capstone briefs and hiring.

• Create a referral program where partners hire top graduates.

W. Student Onboarding Flow (detailed)

1. Enrollment confirmation & welcome pack.

2. Pre-course survey + CRM data export (if applicable).

3. Access to LMS, templates, call library.

4. Orientation + live coaching schedule.

5. Mentor assignment & cohort calendar.

X. Continuous Improvement & Iteration

• Post-module surveys, call quality scoring analytics, quarterly curriculum reviews informed by hiring outcomes and industry trends.

Y. Resource Pack & Templates (deliver with course)

• Sales Velocity Calculator spreadsheet, outreach cadences, discovery & demo scripts, objection library, pricing & discount playbooks, proposal and SOW templates, call grading rubric, Looker Studio dashboard templates.

Z. Implementation Timeline & Quick Launch Checklist (10–14 weeks)

Weeks 1–2: Define outcomes, build module outlines, hire lead instructor.
Weeks 3–6: Produce core lessons, recorded calls, playbooks, templates.
Weeks 7–8: Build sales page, lead magnet (Velocity Calculator), email automation.
Weeks 9–10: Run beta cohort (small group) + collect data.
Weeks 11–12: Iterate content and finalize pricing.
Weeks 13–14: Open enrollment + marketing push + launch first full cohort.