PROVE³ COHORT TRAINING

A 6-week cohort-based program that teaches senior enterprise sellers to work complex, multi-stakeholder deals as a structured discipline rather than an improvised art. You'll apply the PROVE³ framework to a real account you select in Week 1, building a cumulative strategy through live sessions, applied practice, and one-on-one coaching — culminating in a capstone presentation to the cohort.

6 Live Sessions Weekly 1:1 Coaching Account-Based Learning Capstone Presentation Limited Seats

WHO THIS IS FOR

Senior enterprise sellers and account executives who already know how to sell but want to formalize their approach to complex deals involving multiple stakeholders, long cycles, and consensus-driven decisions. Expect a mixed cohort — some with five years of experience, some with twenty. The common thread is ambition to turn instinct into repeatable discipline.

6-WEEK CURRICULUM

Week 1

THE PRACTICE AND THE OPERATING ENVIRONMENT

PROVE³ core principles and the discipline of enterprise selling
The three-layer decision model: Strategic, Tactical, and Practical
How decisions actually flow in enterprise organizations

In Practice Select a real account and map its organizational landscape

Week 2

DISCOVERY AND FINANCIAL FLUENCY

The five-stage discovery framework
Financial language of enterprise decisions
Industry-specific Metrics That Matter

In Practice Build a discovery plan and identify the financial metrics that matter for your account

Week 3

STAKEHOLDER MAPPING AND CONSENSUS ARCHITECTURE

Mapping stakeholders by layer and influence
Building champions and multi-threading strategy
Bridge-building across organizational silos

In Practice Create a stakeholder map for your account and design a consensus-building strategy

Week 4

VALUE QUANTIFICATION AND BUSINESS CASE DEVELOPMENT

The Value Translation Ladder
Quantification techniques for each organizational layer
Building a unified business case that addresses all three decision layers

In Practice Build a draft business case with real numbers from your account

Week 5

MULTILAYER ENGAGEMENT AND DECISION FACILITATION

Layer-specific engagement plans
Mapping the actual decision process
Identifying and unblocking deal blockers

In Practice Design a multilayer engagement plan and mutual action plan for your account

Week 6

EXECUTION, ENDORSEMENT, AND CAPSTONE

Post-signature success planning and expansion strategy
Turning customers into advocates
Full PROVE³ program integration

Capstone Present your complete account strategy to the cohort for peer review

WHAT YOU WALK AWAY WITH

A complete account strategy built on a real deal over six weeks — not a hypothetical
Six hours of one-on-one coaching applied directly to your pipeline
Six bodies of knowledge: Organizational Literacy, Financial Fluency, Consensus Architecture, Stakeholder Mapping, Value Quantification, and Multilayer Engagement
A peer-reviewed capstone presentation you can use as a template for every future deal
A peer network of senior enterprise sellers facing the same complexity
Frameworks, worksheets, and rubrics you'll reuse in every account going forward

FORMAT & LOGISTICS

Weekly Live Sessions 60–90 minutes each: lecture, frameworks, and discussion

1:1

Weekly One-on-One Coaching 30–45 minute private sessions reviewing your work and deepening application

Weekly Applied Practice Every week's material applied directly to the real account you select in Week 1

⊕

Capstone Presentation Present a complete account strategy to the cohort in Week 6 for peer review

Small Cohort Limited seats — enough for diverse perspectives, small enough for personal attention

∞

Private Cohort Community Ongoing peer support, deal feedback, and connection beyond the six weeks

PROVE3 COHORT TRAINING