Sales Academy — Core
Weeks 3–6 of the Ascent Sales Academy. Take the foundation methodology and apply it to live pipeline — multi-stakeholder deals, value-based conversations and the negotiation that protects the margin.
What Core covers.
The heart of the Ascent methodology — where the discovery framework gets applied to real deals and real buying committees.
- The ability to map a buying committee and identify the mobiliser
- Value articulation that survives procurement and budget scrutiny
- Objection reframing — turning price friction into a conversation about value
- Negotiation fundamentals: protect margin, maintain deal size, reach agreements that hold
Who Core is for
Corporate clients: the main phase of a corporate sales academy — where most of the methodology is applied to real deals in the pipeline. Individual learners: learners who've completed Foundations and are ready to apply the framework to their own deals.
Book a ConsultationWeeks 3–6: Core curriculum.
Four weeks applying the methodology to live pipeline — value, stakeholders, objections and negotiation.
- Week 3: Value Articulation — selling the business outcome, not the feature list
- Week 3 (continued): Stakeholder Mapping — identify the mobiliser, the decision-maker and the blocker in every deal
- Week 4: Competitive Positioning — winning when you're not the cheapest option
- Week 4 (continued): Advanced Objection Reframing — turn friction into clarity
- Week 5: Negotiation Fundamentals — principles for protecting margin and reaching durable agreements
- Week 5 (continued): Live deal coaching — bring a real deal; get a real plan
- Week 6: Pipeline Management for Quota Carriers — forecast accurately, never be surprised
- Capstone preparation session (briefing for Core-to-Pro transition)
How it's delivered
- Self-paced online (Ascent Learning Platform — start anytime)
- Live cohort sessions via Zoom, Teams or Google Meet
- Traditional in-person classroom (for corporate cohorts)
- Downloadable frameworks and scripts
- Live weekly deal coaching sessions
- AI-powered video assessment after each live practice session
You're at Tier 2. Here's the full arc.
Core is where the methodology gets applied to your live pipeline. One tier to go.
Foundations
Buyer-centred discovery and methodology foundation.
Core
Value, stakeholders, objections, negotiation.
Pro
Closing, forecasting, capstone deal review and certification.
Other programs you might add.
B2B Sales Training (Core)
The same Core methodology as a standalone program, without the cohort structure.
View programApply the methodology to your live pipeline.
Individual or corporate cohort — we'll configure the right delivery for your team size and timeline.
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