Professional Sales & RevOps

From Art to Architecture: The Science of Modern Revenue

Gone are the days when sales was just about "hustle" and intuition. In today's data-driven economy, revenue generation is a science—a complex architecture of psychology, technology, and strategy. Our Professional Sales & Revenue Operations curriculum is designed for the modern "Scholar-Practitioner," bridging the gap between rigorous academic theory and high-impact commercial application.

Whether you are a founder looking to build your first scalable sales engine, a revenue leader optimizing a complex pipeline, or a student entering the workforce, these courses move beyond basic tactics. We focus on Revenue Operations (RevOps)—the convergence of sales, marketing, and customer success—powered by cutting-edge tools like Generative AI and predictive analytics. Explore our library below to master the systems, skills, and strategies required to drive predictable growth in a volatile market.

Course Catalog

Click on any course title below to view the full syllabus and learning objectives.

Foundational Methodologies & Psychology

  • The Evolution of Selling: Moving from Transactional to Consultative Methodologies

  • The Challenger Sale Model: Teaching, Tailoring, and Taking Control

  • The Psychology of Influence: Applying Cialdini’s Principles to Sales

  • Sales Ethics & The Trusted Advisor: Navigating Dilemmas and Protecting Brand Equity

  • Buying Committee Dynamics: Mapping Influencers, Deciders, and Gatekeepers

  • Handling Objections (LAER Model): Listen, Acknowledge, Explore, Respond

  • Inbound vs. Outbound Methodologies: Balancing Push vs. Pull Marketing

Revenue Operations (RevOps) & Strategy

  • CRM Architecture & Data Hygiene: The Foundation of Forecast Accuracy

  • Sales Enablement vs. Sales Ops: Designing Service Level Agreements (SLAs)

  • Forecasting Accuracy: Weighted Pipeline vs. Run Rate Analysis

  • Territory Management & Routing: Optimizing Total Addressable Market (TAM)

  • Pipeline Velocity Analysis: Diagnosing Bottlenecks with Little’s Law

  • Channel Sales Strategy: Partner Programs and Indirect Revenue

  • Automating the Revenue Engine: No-Code RevOps Workflows

Advanced Execution & AI

  • AI-Powered Sales: Prompt Engineering for Revenue Leaders

  • Prospecting Science: The Cadence of Omnichannel Outreach

  • Virtual Selling Mastery: The "Zoom" Performance & Remote Engagement

  • Social Selling & Personal Branding: Building Authority for Introverts

  • Sales Engineering for Non-Technical Founders: Demoing Value, Not Features

  • Negotiation Dynamics: BATNA, ZOPA, and Game Theory

Leadership & Account Management

  • Hiring the "Sales Athlete": Competency Modeling & Behavioral Interviewing

  • Sales Compensation Design: Aligning Incentives with Strategy

  • Sales Coaching Frameworks: Shifting from Inspection to Development

  • Sales Kick-Off (SKO) Design: Rituals for Strategic Alignment

  • The Fractional CRO Model: Building a Portfolio Career

  • Key Account Management (KAM): White Space Analysis & Wallet Share

  • Enterprise Account Planning: Joint Success Plans for Strategic Partners

  • Running a QBR (Quarterly Business Review): Performance Management

  • Customer Success & Churn Reduction: The "First 90 Days" Journey

  • Value-Based Pricing: Moving Conversations from Price to Investment